Channel Partners is featuring a bylined article by Mike Dillon, Quest CTO. In the article, Selling Cloud Desktops 101, Mike explains the key drivers for hosted virtual desktops, the typical questions to help qualify opportunities, and most importantly what to look out for when selecting a service provider to host your customers virtual desktops.
Read more …
We have all been in that conversation, when a customer is describing a need, a capability or a solution requirement that is a perfect fit for a Cloud-based platform. Before they even finish speaking, we have the “answer”! We cannot wait to jump in and prove how “smart we are”, how our company, our ecosystem partners, or our Cloud offerings are cutting-edge.
One problem. What if your client doesn’t buy into the Cloud strategy? What if they want to manage their core infrastructure, keep their data in-house and be able to “touch” their production? Regardless of the fact that Cloud-based solutions can remove complexities, this type of DIY IT buyer is impervious to white papers, TCO models, ROI calculators and any other presales tool used to funnel their IT spend to Cloud computing. Now what?
When the products and services you offer look pretty much like everyone else’s products and services, what can you do to differentiate yourself?
If your only option is to stand out with price, you risk eventually cannibalizing your own business.
That’s not all. By focusing only on price quotes for the immediate transaction, you’re leaving other unrecognized opportunities on the table. So you need to resist the knee-jerk into a price quote and find ways to describe your value-add in terms other than price.
To learn more about how you can be unique and grow your margins, I recommend reading this post from Quest’s Director of Sales, Gary Schick, originally published on Channel Partners Peer-to-Peer blog.
These days, one of the biggest challenges your customers face is keeping their data, apps, and infrastructure secure from malware, hackers, and thieves.
Quest can help you keep your customers safe and identify vulnerabilities that are often overlooked. With comprehensive state-of-the-art security capabilities, Quest has built the understanding that to be effective, security measures need to work together in awareness of each other. That’s why we customize, integrate, and fine-tune our security offerings to precisely fit your customers’ particular needs.
We all tend to focus on bringing in new customers. But don’t be fooled — retaining the customers you currently have is critical and sometimes easy to neglect.
How do you proceed when you’ve brought aboard a new project from one of your existing customers that stretches beyond your current comfort zone, such as cloud services, where you’ll need a Partner’s help to deliver?
To help you navigate those waters of finding a Partner that you can trust will deliver the level of service your customers expect, I recommend checking out this post from Quest’s Director of Sales, Gary Schick, originally published on Channel Partners Peer-to-Peer blog.
When it comes to choosing a partner to help you meet changing client demands, you face some tough decisions. As I see it, you need three things to make a successful partnership:
- A partner who’s willing to share — i.e., when you make a sale, you get a piece of the proceeds, including a portion of ongoing revenue from Cloud service subscriptions.
- A partner with the right offerings — i.e., a solid bench of Cloud and other technology solutions that truly address your clients’ requirements.
- A partner who fields sufficient resources to reliably deliver what you’ve promised your clients — i.e., not merely strong technical experience/expertise but also a network of leading edge data centers specifically designed with the virtualization, automated management, and security capabilities.
If you are an “IT guy” offering managed services may be a no-brainer, but that doesn’t necessarily mean you’ve done it or are doing it successfully. If you aren’t an IT guy, but a telecom reseller or agent, and you see the opportunity, but are concerned about your lack of IT expertise. Either way, building a new line of business can be intimidating — not to mention capital- and time-intensive — without reasonable assurances of success.
Khali Henderson, Editor in Chief, Channel Partners recently interviewed Tim Burke, CEO of Quest regarding best practices for adding managed services, including turnkey and resell options that can jumpstart your time to profitability in the managed services space.
To read the rest of the interview, click here: Best Practices for Adding Managed IT Services (Even if You’re Not an IT Guy)
Odds are even the smallest of your clients can help their bottom lines by improving the ability to communicate and collaborate — with each other, with their customers, with partners and suppliers.
Combine that need for effective communication and collaboration with the power of today’s Cloud and mobile technologies — and you have an enormous opportunity: ”Video-for-Everyone”.
Congratulations, you’ve made the decision to partner with a reliable cloud services provider to deliver the cloud to your customers. It does you little good to have found a cloud partner, if your customers call somebody else.
So how do you get your customers to understand that your reach and capabilities have broadened? When it comes to cloud services, how do you get your customers to think of you and to call you first?
I recommend checking out this post by Quest’s Director of Sales, Gary Schick, originally published on Channel Partners Peer-to-Peer blog.
As always, we’re here to help you prepare for a successful year ahead in delivering cloud services.