Cloud computing industry leaders, VARs, MSPs, agents, and integrators from around the United States converged last week in Boston for Cloud Partners to learn how cloud computing can positively impact business decisions and growth. Among the key event highlights was a panel discussion, focused on helping channel partners transition to a subscription-based monthly recurring revenue model, and 7 tips for bridging the cloud revenue gap. The panel included Ingram Micro’s own Jason Bystrak, Executive Director, North America, Ingram Micro Cloud.
Bystrak led off his remarks by stressing that cloud channel partners should understand the positive transformation their organizations will undergo when transitioning into the cloud. Part of the transformation will involve the reallocation of investments that align to the changes in revenue streams as well as focusing on internal education. Ultimately, according to Bystrak, the emphasis on education is the quickest way to raise comfort levels towards cloud, especially for channel partners whose key employees may balk at cloud adoption.
Delivering and measuring value were also championed by Bystrak, and he urged channel partners to find ways to differentiate themselves on what value and value-added services they brought to the table. “If you’re selling based on price, you’re making a big mistake,” he remarked. “Consumption IT is the future, [so] package your value on the front end.” Finally, he urged channel partners to evaluate internal metrics to understand what is driving revenue, as well as review lead indicators to make better business decisions.
You can read the full article and see what other panelists had to say at Channel Partners Online.
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