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November 7, 2022
Sponsored by Alludo
For many of us, it seems like this year has flown by — 2022 brought exciting challenges, goals met and exceeded, and even new ways to solve problems for clients and partners. However, we still have several weeks left in the year, and, while it is easy to look ahead to 2023, there is still time left to make sure that 2022 B2B sales cycle ends in a positive fashion.
What’s more, the past two years brought about massive amounts of change in the way that we work: We saw the growth of the cloud, new solutions and new ways of selling them being brought to the forefront, and, perhaps most importantly, a lasting shift to remote and hybrid workforces.
Now is a great time to wrap things up and end the year on a high note by closing a few more deals. Keep in mind that companies may have budget left over that they need to spend before the end of the year, particularly non-profit institutions. (Think healthcare, education and similar organizations.)
Therefore, now is when you and your sales team should consider which of your potential or current clients may have a “use it or lose it” budget and how you can best help them maximize the value of how they use those funds.
Another way to close deals when time is of the essence is by looking to partners and solutions that offer a subscription model. Subscriptions tend to have lower upfront costs and with a pay-as-you-go model, so companies may be more likely and motivated to sign on the dotted line. In addition, subscriptions may fall into an accounting bucket that makes them more palatable for your clients (for example, operating costs versus capital expenditure).
Depending on the vendors you are partnered with, there also may be savings opportunities available that you can pass on to your clientele, especially as the year comes to an end.
The customer sales journey has changed drastically in the past few years in nearly every sector; naturally, IT and B2B technology are no exception. While every deal and industry are slightly different, there are some statistics and standards that can help determine the amount of time that it will take, on average, to close a deal.
Since many B2B deals are in the higher price range, it’s no surprise that the sales cycle can take 90 to 180 days or even longer. This long lead time has its benefits for the customer, of course, but we find that our managed service provider (MSP) and independent software vendor (ISV) partners are always seeking ways to optimize and streamline the process.
Building a more consultative approach with your clientele is one way to speed up or optimize the sales process. Keeping current trends and associated pain points in mind and having a solution ready before your customers ask for one is another way to close a deal quickly.
Working with a vendor that has a dedicated partner program can help your company speed up the time from initial lead generation to conversion. Not only can working with vendors like Parallels provide your sales team members with the tools they need to be quick and effective, but these same programs also often offer dedicated technical support. This support helps ensure that your clients get their new solutions in place quickly, just in time for the new year (if applicable).
Furthermore, a subscription model (perhaps with all-inclusive or all-in-one licensing options) can further optimize your organization’s revenue streams. With companies looking to subscription options for SaaS (among other products), working with a partner that offers robust subscription options may be in your best interest to develop steady and predictable billings.
Any organization seeking to implement a new solution before the end of the year needs something that’s simple and intuitive. That makes Parallels RAS an ideal choice for clients that want to start off 2023 on the right foot with new digital workspaces and virtualization infrastructure in place.
Parallels is easy to install and takes a matter of hours (as opposed to days or months) to put into place. Some of the benefits of Parallels RAS include:
Noteworthy ease of implementation that has been recognized by independent review platforms like G2 and .
A short learning curve; this is a straightforward solution that requires minimal knowledge to configure and manage the infrastructure. Plus, full training is available for your team, free of charge, along with 24/7 customer support.
An all-inclusive single license model that offers full-fledged, enterprise-level features such as application and desktop delivery with RDSH, VDI, and Azure Virtual Desktop; load balancing; universal printing; security features like multifactor authentication and FIPS 140-2 encryption; and more.
Whether you are looking to close a few more sales before the end of 2022 or already looking toward 2023, consider new ways to help your clients adapt to today’s challenges. Solutions like Parallels RAS help facilitate remote work and cloud migrations. They also generally reduce complexity of IT infrastructure and associated costs.
This has been an amazing and transformative year for Parallels and our parent company Alludo, and it’s not over yet! As we continue to grow and develop new ways to help our partners succeed, we want to take a moment to thank our partners and help you wrap up 2022 in a positive way.
This guest blog is part of a Channel Futures sponsorship.
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