Shift Business Model
  
The margins generated through cloud services are going to be smaller for IT companies and VARs compared to hardware and software.
Solution providers offerings are going to be different than simply “installing a server then supporting it,” he said, 
“You have to change your business model so that you can make money and understand how to make money on services,” said Falcon. “Consulting, deployment, data migration, support, training, integration services, customization -- whatever they are, you need those services to make money.” 
Falcon also said resellers often focus on private or hybrid clouds with on-premises components and neglect the lucrative opportunities made possible by partnering with public cloud providers.