Throughout the channel, it is obvious that the cloud is not only a great way to expand your business model but also to enhance the customer IT experience and drive incremental revenues. The opportunity is substantial. Gartner has predicted that the public cloud services market will exceed $244 billion by 2017. That’s only two years away.

This reality check has provided many of us–from ISVs, distributors, MSPs and VARs–to realign our business models and get a bigger piece of the proverbial pie. Is Infrastructure as a service or hybrid cloud the solution? Or, should DaaS or DBaaS be at the top of our list of initiatives?

The answer might be simpler than you think. How you market yourselves is equally as important as what you offer. It’s about spotlighting your strengths, building your brand and leveraging your existing resources effectively.

So, which paths will pave the most success for partners?

Here are three key bets for making money in the cloud:

1. Gain more margins by going the extra mile for your customers
Think beyond being a data center that simply houses data–to becoming a strategic partner with value-added services that matter. If you’d like to be known for your customer experience or onboarding expertise, promote a “white glove treatment” to your customers. Your willingness to go the extra mile will make a difference for your customers and your bottom line.

2. Stop being a “Jack-of-all-trades” and become more focused

Instead of being a generalist, focus your energy on a few vertical markets and service offerings to carve out a niche for yourself. Consider offering data management and cloud services management or obtaining compliance certifications for vertical market customers such as healthcare or financial services.

3. Don’t forget about data sovereignty

In many countries, there are rules and regulations that require data remain within the borders of said country. That presents challenges for customers who want to realize the benefits of cloud computing but are restricted in terms of which cloud they can move to. Consider developing relationships with cloud providers in countries where you have no presence should you have an opportunity with a multinational organization that needs cloud services beyond your borders. With more than 4,000 service providers located in over 100 countries, the VMware vCloud Air Network is a great resource for customers looking for local cloud services and for providers looking to reach those customers. 

Are you ready to make money in the cloud?
Our partner program, vCloud Air Network, can help pave your way to success with volume-based discounts, partner branding and production-level support–to name just a few of the benefits. Click here to find out how you can join the program.  

Jay Workman is Director, vCloud Air Network Program Marketing, at VMware.