Three Ways Resellers Can Cash in on the Cloud Boom

By Carbonite Guest Blog

The cloud computing boom is picking up speed and shows zero signs of slowing down anytime soon. The total cloud computing market will more than double by 2018, to $127 billion, according to Framingham, Mass.-based IT research firm IDC. That’s a huge opportunity for technology resellers with the resources and know-how to capitalize on the trend.

To be successful in the era of cloud computing, resellers need to build lasting relationships with customers while creating bundles that combine traditional IT solutions with newer cloud-based technologies. Here are three quick tips for resellers who are serious about cashing in on the cloud boom:

1. Build lasting connections.

The notion of building lasting connections is all about establishing great relationships and keeping your customers coming back for more. This can be accomplished by selling cloud products like Carbonite that are subscription-based and provide a predictable, recurring revenue stream. An added bonus of this approach is that each time your customers renew a cloud subscription, you get a fresh chance to evaluate them for potentially lucrative cross-sell and up-sell opportunities. It’s also a good idea to focus on providing easy upgrades whenever possible. Finally, the most successful resellers will be those who sweeten the pot by adding management services to quotes as well as some complimentary offerings.

2. Create compelling bundles.

Small businesses are increasingly relying on resellers to provide them with complete end-to-end solutions– not just point products or services. Resellers need to create compelling product bundles that combine traditional hardware and software products with cloud tools that help customers accomplish their business goals. For example, you might create a hardware and software bundle that includes Dell or HP laptop computers, McAfee antivirus tools, along with cloud-based software. Those cloud apps could be horizontal tools that serve the needs of many types of companies–tools such as Microsoft Office 365, Google Apps for Work and Carbonite cloud backup. It might also include vertical apps–such as CareCloud healthcare software or Needles legal case management software–that serve the needs of specific industries. By offering complete solutions, resellers will increase revenues while more fully serving the needs of their customers. In other words, well-thought-out bundles are a win-win.

3. Take advantage of increased demand for business continuity.

Data is the lifeblood of business, and the need for business continuity solutions is growing fast. About 77% of channel partners expect demand for business continuity solutions to continue to grow, according to a recent Spiceworks survey. And demand is growing especially fast in the small-to-midsize business community. Why? Because the threat and cost of unplanned downtime is too great to ignore. IDC finds that 81% of SMBs are considering improvements to their current approach to business continuity, while 35% plan to deploy business continuity solutions or services within the next 12 to 24 months.

Carbonite is the perfect partner to help your organization serve the ever-growing business continuity needs of SMBs. We have a track record of making our 5,000-plus channel partners more profitable. We accomplish this with a full line of powerful yet simple cloud and hybrid business continuity solutions designed specifically for SMBs. Carbonite can help you cash in on the cloud boom by providing the tools and resources you need to create long-lasting, mutually beneficial relationships with SMB customers.

Learn about the benefits of becoming a Carbonite Partner today.

David Maffei is VP of Global Channel Sales at Carbonite. He blogs about trends in the channel and how channel partners, vendors and end users can better work together. Guest blogs such as this one are published monthly and are part of The VAR Guy's annual platinum sponsorship.