TIP 3: Completeness Dresses Up The Distributor

That means your dream distributor should offer a catalog of cloud services that helps you develop complete solutions, and an expert guide to help you find them.

"This is determined by what your customers are looking for," Paul explained. "If they need a hosted CRM or a business system, you may need an ISV or a big distributor."

Regardless of what fits your specific needs, make sure you find a distributor who offers the wrap-arounds — especially security — that your customers will pay a premium for, Paul advised.