An IDC InfoBrief, Sponsored by 19 How to Become a Great SaaS Partner Ensure you transition your own business to the cloud Leverage internal usage discounts and get all your people used to not only selling cloud, but also used to working in the cloud. It is important that your own organisation embraces cloud from the ground up; it is as much a cultural change as a technology change. At the same time, do a deep assessment of your technical and sales skills. Hire — retain — retrain. Don’t underestimate the impact this will have; it will require tough decisions and a change management programme to implement effectively. Don’t be afraid to ask for additional support from your vendors during this period, showing that you are committed and willing to make the transition from great on-premises partner to great SaaS partner.