“MSPs that have already adjusted from the big pops they used to get on projects and products are ready and willing to leverage the cloud; they are used to the recurring revenue model,” says Jason Beal. “But for those VARs that are still selling on projects and products, there is going to be some short-term pain as they move to the recurring revenue model that comes with the cloud. But they have to adjust. And in the long run, they will make more money.”
Beal adds that many VARs are still struggling with the sales pitch for cloud because they don’t know how to talk about it in terms of solutions rather than “cloud computing.” Cloud servers will help in the long run.
“If anything, these solutions can be more complex and more confusing, and there is a lot of heavy lifting involved in fully utilizing the solutions. That is the role of the VAR,” says Justin Crotty, VP of services at Ingram Micro.
Listen to Jason Beal’s advice on selling cloud-delivered solutions.
Listen to Justin Crotty talk about successfully adding cloud-based solutions to your IT line card.
