Diamonds in the Rough – How SMB Buyers Choose Cloud Service Resellers

As the cloud services market matures, small and mid-sized business buying behavior is evolving rapidly. IT vendors are investing heavily to enable and expand their SMB channels to capitalize on ever increasing demand for new SaaS and IaaS offerings. Unfortunately, despite their efforts, many IT vendors are struggling to build productive cloud channels. Cloud service adoption in the channel continues to lag behind expectations. Why?

ZS Associates recently surveyed 250 SMB decision makers in North America who purchased SaaS or IaaS from an IT reseller in the last year to understand:

• How SMB customers choose cloud service resellers
• What types of support SMB customers are receiving from cloud service resellers before and after a sale
• How satisfied SMB customers are with their current resellers and why