Eyeing Customers? Consider Consumption, Not Size

Channel partners need get rid of the notion that pursuing the big customers is the best path to profit. Instead, when it comes to cloud, don’t overlook the small and medium business market. The end-user organization does not necessarily have to be large use a lot of cloud services and infrastructure.

“These could be companies with 100 people but their consumption of cloud is hundreds of millions a year,” said Eran Gil, CEO of AllCloud.

It’s true, Safoian said. SADA is signing “nine-figure deals” with customers on a regular basis, and they are not big companies. “They’re like 115 people,” Safoain said.

At the same time, channel partners shouldn’t fret being small themselves.

“You don’t need 1,000 people to serve 10,000 customers,” Gil said. “It’s about scale.”