Author: Sangoma Channel Marketing Team
Over the last few years, cloud computing services have dominated the information technology market. Cloud has become the go-to solution for various products and services, including business communications. Now that cloud computing is old enough for its benefits to be seen, the shift toward those solutions is growing at an even more rapid pace. If you are a traditional reseller of IT or telecom equipment, this trend means that offering cloud services for your customers (or expanding the cloud-based service offerings included in your portfolio) could be a necessary move to continue the growth of your business.
Many IT products have transitioned into the cloud as a preferred option for customers over the deployment of traditional premises-based solutions. The market has an increasing availability of cloud services from trusted vendors, feeding the high demand for cloud-based solutions by SMB and enterprise customers. Now is the time for you, as an IT and telecom services provider, to consider using the cloud as a way to expand your reseller business and increase revenue.
Cloud is Growing
According to the IDC, the cloud computing market is increasing at a compound annual growth rate (CAGR) of 22 percent, and this trend is not likely to slow in the next several years. Additionally, the IDC predicts that telecommunications is one of the top five industries predicted to see the fastest spending growth for cloud services at a compound annual growth rate (CAGR) of 23%. With adoption rates of cloud services growing at such healthy levels, the drive for cloud services is not going to let up anytime soon.
Benefits for Customers
Cloud computing and cloud-based services provide many benefits for your customers. One benefit is that cloud offers an easier path to make changes. Many cloud services have the option of month-to-month contracts, making it much easier to add or drop services or change vendors. Another key benefit is not having the large upfront capital expenditure of purchasing a premises-based solution. Removing this costly barrier to entry is quite appealing to smaller organisations and new businesses that may be more budget-constrained. Additionally, bandwidth, a key pain point for businesses adopting a cloud solution, can be easily remedied with the wide choices and lower cost of internet services, such as SD-WAN, currently on the market.
Benefits for Resellers
For resellers, there are many benefits to selling cloud services. Most cloud services pay monthly recurring revenue (MRR) as long as the customer is enrolled in the service. Monthly recurring revenue, built up over time, offers you revenue stability instead of always starting the monthly sales cycle at zero. Additionally, as resellers, you have the option of purchasing cloud services through a simplified online process, making it much easier to buy and manage the services for your end customer. Increased competition and product options also result in better service and prices for the customer, not to mention faster deployment times and reduced support time. All of these benefits work in your favor as a reseller or integrator and ultimately translate into higher margins.
The need to add cloud products and services to your product portfolio has never been more important than now. Chances are, if you haven’t already faced a competitive situation where a cloud solution is being offered, you will soon. This is a great time to research and select cloud-based solutions that will benefit the customers you serve.
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