As businesses continue shifting away from on-premises IT infrastructure, demand for cloud services is growing. IT decision-makers are prioritizing scalable, cost-effective solutions, creating new opportunities for channel partners to expand their portfolios and drive revenue growth.
A strong cloud strategy is essential for staying competitive. One standout example is Global Telecom Solutions (GTS), recognized by CBTS as the 2024 Channel Cloud Growth Leader of the Year. Their success highlights how channel partners can differentiate themselves by strengthening vendor relationships, enhancing technical expertise, and delivering value-driven cloud solutions.
Strengthening Vendor Partnerships
Vendor partnerships play a critical role in helping channel partners scale their cloud offerings. Beyond technology, leading vendors provide essential support such as training, sales enablement, and go-to-market strategies, ensuring partners can deliver seamless cloud migrations and security solutions.
Mark Stackpoole, CEO of GTS, emphasizes the role CBTS played in their success, he said: “As a TSD that prides itself on its emerging technologies portfolio, CBTS has been instrumental in our success.
“By providing GTS with outstanding staff and resources for both pre-sales and implementation, it allows our advisors to recommend CBTS with confidence.”
Beyond technical support, strong vendor partnerships enable joint marketing initiatives, co-selling opportunities, and access to specialized training, helping channel partners expand their cloud offerings.
By working with CBTS, GTS was able to enhance its cloud migration, cybersecurity, and managed services expertise while also leveraging CBTS’s brand and ecosystem to reach more customers.
Investing in Cloud Expertise
To remain competitive, channel partners must continuously expand their cloud expertise, particularly in high-demand areas such as cloud migrations, security, and multi-cloud management.
GTS exemplifies this approach. Matt Douglass, Senior Director of Solution Engineering at CBTS, said, “GTS has showcased remarkable expertise in cloud services, continuously expanding its ability to deliver complex solutions, from cloud migrations to security implementations.
“Their technical skill and dedication to driving business success are truly impressive.”
As cloud environments become more complex and AI-driven, partners must prioritize industry certifications, hands-on training, and expertise in automation and cybersecurity.
Certifications in multi-cloud, AI-powered cloud tools, and compliance frameworks help partners stand out and build trust with enterprise clients.
Focusing on Vertical-Specific Solutions
Vertical-specific solutions are tailored to the unique needs, regulations, and challenges of complex industries like healthcare, finance and retail.
Businesses prefer cloud partners that understand their industry’s pain points and compliance requirements. Specialization differentiates businesses from competitors, positioning them as trusted advisors as opposed to just cloud resellers.
