The Process of Establishing Partnerships to Sell Cloud Computing Services

Abstract: The growing demand of computing services that are provided over the Internet and accessible from any computing device, also referred to as cloud computing services, has increased the attention and interest of software developers for this type of services. Companies selling cloud computing services are faced with several challenges, in particular small- and medium-sized enterprises that can have a hard time acquiring sufficient financial resources to stimulate growth. Depending on the situation, these SMEs might consider the establishment of partnerships with companies that can sell the services as a suitable solution to their market penetration issues. Establishing partnerships to sell cloud computing services can, however, be a challenging task due to the characteristics of the type of services. Because of this, the authors of this thesis found it interesting to explore the process that SMEs go through when establishing partnerships to sell cloud computing services.