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.
By specializing in a vertical, cloud partners can attract more clients from that industry and offer premium services for specific business needs. This can lead to companies charging higher prices for their expertise and compliance-focused solutions.
Customer-Centric Cloud Strategies
Instead of just selling cloud storage or computing power, channel partners must ensure a smooth, scalable, and well-supported experience.
The successful collaboration between CBTS and GTS is driven by seamless cloud migrations, scalable solutions, and ongoing support- these key components ensure they won’t outgrow their infrastructure.
Leveraging Data and AI for Growth
Leveraging AI-powered cloud tools and predictive analytics is becoming essential for channel partners looking to grow in 2025.
By using data to anticipate customer needs, partners can offer proactive solutions, like automating resource scaling or identifying potential performance issues before they arise.
These AI-driven insights help optimize cloud performance, reduce inefficiencies, and improve customer satisfaction.
As businesses become more data-driven, cloud partners who embrace these technologies will gain a competitive edge by making smarter, faster decisions that lead to better service and stronger customer relationships.
Conclusion
As cloud adoption continues to accelerate, channel partners who prioritize strong vendor relationships, invest in ongoing expertise, and tailor solutions to specific industries will be well-positioned to lead in 2025.
The success of GTS backed by CBTS’s robust support, highlights how the right combination of technical knowledge, customer-focused strategies, and AI-driven insights can fuel significant growth.
By embracing these strategies, channel partners can not only enhance their service offerings but also build long-term relationships that drive sustained success in an increasingly competitive cloud market.
