How to Win Big-Ticket Business
Cloud is poised to become a game changer for those MSPs and CSPs willing to step up to the plate. It’s now feasible for even the smallest practitioner to win big-ticket business if they chart the right course. It all comes down to building the right collaborative partnerships to address the rising demand for cloud services -– not just in the small-to-midsize-business (SMB) market, but in the larger enterprise space as well.
A recent Microsoft-commissioned study lays the facts out on the table: Its findings reveal that cloud computing is an integral and growing part of IT in the United States, with 73 percent of respondents characterizing their company’s utilization of cloud computing as “heavy” (vs. 17 percent as “light”), and 69 percent making use of public cloud services (vs. 12 percent private).
In another survey of IT decision-makers, one-third of survey respondents cited accessibility to information through multiple devices as the most important reason for adopting cloud computing. Other motivating factors included accelerating the speed of business and cutting costs.
The cloud clearly has made IT more accessible to the masses. In many cases, it has also accelerated the deployment of business-centric applications and reduced the cost of doing business. But the rapid and large-scale adoption has left enterprises, both large and small, grappling with ways to keep their existing closet infrastructures up and running, alongside their new cloud-based infrastructures.
As such, as mentioned in my August column for Talkin’ Cloud, we’re seeing a market shift in the way IT approaches cloud computing. Businesses are now turning to third-party MSPs and CSPs to deliver the infrastructure management, application and workload automation that their end-customers need to manage these two disparate infrastructures, side-by-side, while taking full advantage of all that the cloud has to offer.
This translates into more business for MSPs and CSPs, who can increase their profitability, sustainability and market valuations through the recurring revenues made possible by services. Yet, what many MSPs and CSPs don’t realize is that by forming collaborative partnerships with professional cloud services firms such as NetEnrich, they can now target customers that are much larger and more complex than anything they have ever handled previously. The benefit? Larger recurring revenue streams, and a stronger foothold in the cloud services marketplace.
NetEnrich’s state-of-the-art Remote Infrastructure Management (IMS) services are designed to deliver more big-ticket business to MSPs and CSPs serving both midmarket and large-enterprise customers. Now, it’s easy to secure the technology and services expertise needed to grow a cloud services businesses beyond what could be achieved using internal resources. In addition to the benefits of scale, a strong partnership with the right provider also enables CSPs and MSPs to focus on selling services and developing those recurring revenue streams, rather than spending time developing, building and supporting their own cloud services infrastructures.
With the start of the New Year around the corner, now is a great time to start thinking about the steps that your organization can take to grow and prosper in the coming year. Seize the day and challenge your business to step outside its comfort zone. With the help of a little Remote IMS, you can turn cloud services into a big-ticket business for your firm!
Justin Crotty is senior vice president and general manager for NetEnrich Inc. He’s responsible for driving growth and scale for NetEnrich and its partners and customers. Prior to joining NetEnrich, Crotty conceived and launched the services division at Ingram Micro, where his team built and grew the first and most innovative managed and cloud services business in IT distribution. Widely recognized as an IT channel champion, Crotty has held management positions in IT sales and marketing, and began his career as an IT network engineer with IBM.