Be The Digital Storyteller

Bova told solution providers that the key to successfully helping customers migrate to the channel lies in going way beyond talking about the technology. Instead, solution providers have to be leaders, and be agile. "Be the digital storyteller," she said.

That, in turn, requires solution providers to be proactive in understanding the cloud and how it will impact customers, Bova said. "I can show you that path, but only you can walk it," she said.

Many are already walking that path, Bova said. Citing a 2014 Gartner cloud survey, she said over 50 percent of respondents feel they are making "significant" investments in the cloud, and that 78 percent will increase spending on cloud services through 2017.