The IT channel is taking ever bigger bites out of the cloud computing market. Only 39% of companies report sourcing their cloud services directly from Cloud Service Providers, leaving the remaining 61% to a mix of CSPs and third parties, with 10% coming primarily from third parties alone, according to a CompTIA survey. Meanwhile, IaaS, Security as a Service (SECaaS), and SaaS all offer higher average MMR than Contact Center as a Service, Data Networks, and Voice Network services, according to Avant.
If you’re looking to shift some of your clients and sales towards the cloud, you need to adjust your operations accordingly or risk losing customers to direct sales or competitors.
Here are the biggest changes you’ll need to make to your channel sales and IT operations in order to maximize on your cloud resale strategy.
As the IT channel increasingly shifts towards cloud services, resellers, MSPs, agents, and channel partners must keep an eye on business metrics to ensure their operations are improving and revenue continues to grow. This can be a difficult task for even seasoned cloud providers, as there are a variety of factors involved in measuring the financial success of cloud services.
Different departments in your organization will have different Key Performance Indicators (KPIs) that you can track and report to management. Keeping an eye on KPIs is vital to adjust your operations and maximize profitability of your channel sales.
Collecting too much data can end up being a distraction. You still need to be able to digest and glean insights from your metrics. Choose three KPIs — five max — for each employee role and zero in on making meaningful adjustments as needed. Here are a few key KPIs to watch.
Cloud opportunities are multiplying, and if your MSP organization doesn’t make moves to introduce your customer base to the cloud, they’re going to find someone else to do it. That doesn’t necessarily mean all cloud, all the time. Instead, focus on finding the right services to fit your client needs.
E-mail, productivity apps, and server resources are already reaching a cloud-first mentality even among SMBs, while the migration of CRM, ERP, and retail applications to the cloud is increasing in popularity. Cloud disaster recovery also remains a great first step into the cloud.
Here are three strategic ways to focus your cloud efforts and start selling more managed cloud services.
One of the best ways to introduce your MSP customers to the cloud is to implement cloud-based backup or disaster recovery infrastructure. As we have previously explained here on the blog, DR is an easy first step into the cloud and can in fact be used to migrate entire applications to cloud as the primary infrastructure.
Disaster Recovery as a Service is a solid avenue to add recurring revenue to your bottom line, then, and it also provides peace of mind for your customers, as they know their data and systems will be accessible even if their primary servers go down.
The first step to selling a disaster recovery plan is the discovery step. Use these twelve questions to learn the needs of your customers and what kind of service level they will need for their DR.
If you’re like many modern organizations, you’re looking towards a “cloud-first” IT strategy, where new workloads are architected with cloud deployment in mind, and older infrastructure is redesigned for the cloud as time and requirements allow. But you may also face a common obstacle to these goals: a cloud skills gap among your IT staff.
An ISACA report claims that it takes three months months to fill 55% of information security vacancies, and six months or longer for an additional 32%. Intel security discovered that 36% of organizations lack cloud skills, but are still continuing on their adoption path. Only 15% of the 2,000 surveyed IT professionals claimed they had no cloud skill shortage.
It’s clear that many enterprises and midize businesses may require help managing these new cloud environments — especially when departments are adopting shadow cloud and shadow IT services at an increasing rate, as the Intel report corroborates.