Singapore channel partners aim to boost cloud capabilities

New research by Westcon-Comstor indicates that channel partners in Singapore are eager to enhance their cloud capabilities amidst rising customer demand, yet many feel insufficiently skilled to meet these needs.

The report, "Mastering the Maze," involved a survey of nearly 900 partners across eight countries, including Singapore. It found that 89% of Singapore-based respondents prioritise the development of a cloud practice, a figure that is higher than the international average of 85%.

As the technological landscape in Singapore evolves, more organisations are embracing cloud technology to achieve cost-effective solutions. Projections by IDC suggest that by 2025, 65% of Asia-based organisations' operational data will be handled by cloud infrastructure rather than on-premises setups. Channel partners play an essential role in facilitating this shift by offering their expertise and solutions to help businesses effectively utilise cloud technology.

The intention to exploit opportunities in the burgeoning cloud market was consistently reflected across all countries surveyed, which included Australia, France, Germany, Indonesia, New Zealand, South Africa, and the UK.

In Singapore, over two thirds (68%) of partners reported that their customers seek specialised cloud skills. However, only 59% of these partners are confident in their ability to provide such specialised services, with 41% recognising skill shortages as an obstacle.

A notable challenge identified by partners was the lack of technical and financial operations (FinOps) expertise. The difficulties associated with hiring qualified talents exacerbate these challenges as they strive to meet client requirements for cloud services.

In New Zealand, 49% of respondents considered insufficient cloud technical skills a challenge, while partners in France displayed the highest confidence in their capabilities.

Another significant challenge identified by 59% of Singaporean partners (slightly above the international average of 58%) involves capitalising on cloud provider programs, which affects their ability to advise clients on cloud cost optimisation. Furthermore, 63% of these respondents (compared to an international average of 65%) expressed difficulty in comprehending cloud pricing models due to their complexity, which complicates cost predictability for clients.

Security requirements and intense market competition pose additional barriers to achieving success in the cloud for Singaporean partners, with 39% identifying a need to deliver superior, quicker solutions compared to competitors (close to the international average of 40%).

The international research also revealed that 50% of customers prefer hybrid cloud solutions, while 27% are pursuing complete migration, reflecting a cautious attitude towards transitions. Among partners, 25% identify as "born in the cloud," while 23% are advancing their cloud practices from a previous focus on on-premise solutions.

Training and enablement were highlighted by nearly half (46%) of the partners as necessary support from distributors to advance their cloud capabilities.

Globally, 75% of partners view cloud hyperscaler marketplaces as opportunities and are actively engaging with them.

The release of this research coincides with Westcon-Comstor's increased focus on its cloud strategy. Recently, the company expanded an existing distribution agreement with Amazon Web Services (AWS) in the Asia-Pacific region by becoming an authorised AWS distributor for Europe.

David Grant, CEO at Westcon-Comstor, commented, "Our research shows that the channel is poised to grasp the huge growth opportunities presented by the cloud market, but is facing certain gaps around skills, capabilities and expertise. Partners around the world are at different stages of their cloud journey, but there is a common thread in their desire to expand their cloud capabilities and meet their customers' needs. It is incumbent on distributors to support, enable and empower partners in pursuit of these aims by harnessing and deploying their own cloud expertise."

Jacquie Young, Managing Director, Cloud, APAC at Westcon-Comstor, added, "Embracing the cloud is a springboard for innovation, growth and productivity gains for partners and their customers. The channel, however, still has some way to go on its journey to mastering the cloud, with many partners still developing their own skills as they work to satisfy customer expectations. Our findings suggest that partners know where they need to develop their cloud capabilities – the challenge is finding the right support to help plug those gaps."