The exponential growth of enterprise data is well documented. The digital revolution isn’t over—in fact, if we think of it in terms of the sheer amounts of data that’ll be produced in the coming years, that revolution has only just begun.
The total amount of digital data in the universe is currently said to be doubling every two years. Understandably, the exploding need for data storage applications and hardware is also expected to drive the growth of the Hardware as a Service (HaaS) market.
Enterprise network security is another area presenting challenges that HaaS can help with. Both hardware and software components often require regular upgrades and updates, creating headaches for SMBs—and sales opportunities for channel partners.
When you’re crafting solutions for the customers who trust you with their livelihoods, it’s essential to work with a vendor that can offer both data protection and integrity.
How Channel Partners Can Benefit from HaaS Right Now
HaaS is an easier sale to make to cost-conscious customers than more traditional hardware investments because of the lower upfront expense. Warranties are no longer an issue, and the assurance of service (combined with that lower cost) makes it much easier for companies to take the leap and adopt new technologies.
So sales are easier. They’re also more regular with HaaS, which typically include contracts that guarantee recurring revenue for channel partners. It’s easier to forecast, and easier to budget, and repeat sales aren’t just a pretty good bet—they’re part of the package.
How Channel Partners Benefit from HaaS over Time
That brings us to relationships. HaaS gives channel partners the opportunity to create them and build them over time, which can often drive additional sales. The more chances you have to show a customer what you’re made of, the better. Partners can also see improvements in margins by bundling hardware, software, maintenance, and installation.
Finally, the solid, dependable service provided by channel partners will offer some protection against the ongoing commoditization of hardware, because pricing is determined by the customer’s perceived value of the service, rather than the cost or perceived value of the hardware itself—which tends to diminish over time.
How Carbonite Can Help you Capitalize on the HaaS Trend
Carbonite is well known for SaaS backup solutions and a channel-first sales strategy. The acquisition of EVault and the introduction of the new E2 hybrid backup solution mean that Carbonite now has powerful HaaS offerings for channel partners and their customers. The addition of HaaS to the Carbonite product portfolio expands the offering in all sorts of attractive ways.
For owners of small to midsize businesses, there’s a lot to love about Carbonite HaaS. For seasoned IT pros searching for a solid backup and recovery solution, there’s even more. Carbonite HaaS provides customization and easy deployment and management, and offers more capabilities and more advanced features than have ever been available until now.
To talk to our experts about the newer HaaS offerings, or the rest of the Carbonite portfolio of backup and business continuity products and services, please call 855-227-2249 or email [email protected].
Jon Whitlock is Vice President at Carbonite, a provider of cloud and hybrid backup and disaster recovery solutions for small-to-midsize businesses.
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