How can channel partners start to enter this market if they haven’t already?

(If you’re a partner, you) should re-define your sales approach. Take a good, hard look at your existing sales team and determine if they have the ability and the willingness to make the evolution to sell cloud solutions. To be successful selling cloud solutions, you need to be willing to make changes within your sales ranks.

Identify your core competency and stick with it. If you're looking to transform your business, make sure you focus on a section of cloud that relates to your core business.