Use of Cloud Service Brokers on the Rise

Written by Michael Brown 1
October 20, 2015

Gartner predicts that by 2016, 25 percent of enterprises will secure access to cloud-based services using a cloud application security broker (CASB) platform, reducing the cost of securing access by 30% in the process. Traditionally, when an enterprise is looking to make a transition to cloud services they go on search to find an MSP that meets their needs. Now however, there is an emerging role in the business of cloud services, the Cloud Service Broker (CSB), a middle man of sorts. Whether a business is looking to move applications to the cloud or invest in cloud-based file sharing, they are increasingly looking to CSBs for help.

Traditionally, when an enterprise is looking to make a transition to cloud services they go on search to find an MSP that meets their needs. Now however, there is an emerging role in the business of cloud services, the Cloud Service Broker (CSB), a middle man of sorts. Whether a business is looking to move applications to the cloud or invest in cloud-based file sharing, they are increasingly looking to CSBs for help.

The reason CSBs are becoming so popular probably has something to do with how fast the market itself is growing. Cisco predicts that by 2018 approximately 59 percent of companies will be using software-as-a-service in some form. On top of that, research shows that employees use an average of 28 different apps for work. In order to provide the necessary services for the enterprise, there needs to be a middle man to facilitate the transition. The good thing for MSPs is that they are already among the most qualified to take on the responsibilities of a cloud service broker. Even if you choose not to add these functions to your business, you should be best equipped to work with CSBs to find the best solutions on behalf of your clients.

The Main CSB Roles

According to a Network World article, the 3 key roles a CSB plays in helping cloud providers deliver services to clients are:

Aggregation- CSBs take solutions from multiple vendors and create a bundle of services that acts as a complete solution for the customer.
Integration- A CSB will be tasked with integrating a variety of networks and resources in order to achieve new features and functionality
Customization- In order to address each client’s personal needs, CSBs are expected to customize cloud solutions and the deployment of cloud-based applications.

MSPs are seasoned veterans when it comes to managing enterprise applications, facilitating difficult integrations, and adapting business workflows. You have the knowledge and experience needed to aggregate, integrate and customize solutions because they have already worked to provide those services themselves. If your client or prospect is looking to leverage a CSB, here are five reasons you can give to prove you are qualified to take on those responsibilities.

Your Knowledge: You are an expert in cloud technologies including security, storage, infrastructure, supply chain management, and analytics. You take the time to keep updated on any new trends in the tech world and will bring that knowledge to the table when helping clients and other MSPs find solutions.
Your Network: Having worked in the business of technology services for years, any MSP looking to add the responsibilities of a CSB will already know their way around. You have spent years building relationships with other cloud service providers and will be able to leverage those relationships when designing solutions for your clients.

Your Experience: You have hands-on experience with all the solutions that a company is looking for and will likely know which is best in any situation. This experience gives you an upper-hand in efficiency and the ability to integrate networks with ease.
Your Problem Solving: Much to do with your experience, as an MSP you have excellent problem solving skills that will prove beneficial in providing complex integration that doesn’t affect workflow. The last thing companies want is to be slowed down because of the transition to cloud services. Thanks to your combination of knowledge and experience, you’ll be able to solve just about any problem thrown their way.
Your Social Skills: Customer service and client relationships are the bread and butter for success in the position of a MSP. You know exactly how to work with clients and how to get what they need from cloud service providers.

As the trends show, customers are looking for CSBs to help implement and manage their cloud-based file sharing. Based on your experience, they should look no further than their MSP. By demonstrating these qualifications you can enter into an even more valuable agreement with your clients.