SMB Unified Communications: Creating Managed Services Pull?
CWPS, a managed services provider in Washington, D.C., is using unified communications to uncover recurring revenue opportunities within small and midsize business. Jason Waldrop, CEO of CWPS, shared his managed services strategy during an SMB panel today at the Cisco Partner Summit. Here’s how Waldrop is working the managed services market.
During his opening statement, Waldrop described how CWPS leverages Autotask and Kaseya for professional services automation and remote administration. Lots of folks in the room were scratching their heads. Remember: Cisco Partner Summit is a broad, mainstream channel event. Many VARs attending the conference have yet to embrace the PSA and RMM revolution.12o
Waldrop described how CWPS sells Cisco’s unified communications systems into small businesses. In one recent deal, CWPS scored $3,000 in recurring monthly revenue after scoring a UC deployment. Those managed services include remote management and backup. CWPS leverages Asigra and NetApp and some customer efforts for customer backup, according to Waldrop.
Will CWPS begin to offer Cisco UC through a “hardware as a service” approach? So far, Waldrop says not quite yet. He sees a day when virtual desktop infrastructure (VDI) creates pull for HaaS. But short term, Waldrop thinks VDI needs some more tweaking before it goes mainstream. The key challenge involves provisioning VDI up and down on the fly as users come and go, and or companies change their employment levels.
Back with more thoughts later today from Cisco Partner Summit.