Cloud Meets The Channel Mike Jauncey Technical Account Manager / MSP s April 8, 2014
Why should a VAR sell Cloud Services? Cloud opens doors Cloud represents an up-sell opportunity Cloud creates annuity revenues Cloud promotes lock in The hybrid model is the reality - 74% of customers want the ability to move a cloud offering back to on-premise - Developing and marketing Partner value proposition through - Customer cloud plays - Consultancy - Services wraps Source: IDC study
Backup Security Business Apps Collaborate Communicate Compute Storage OS Virtualisation Contracts, SLAs Billing engine Reporting module Resell Cloud Service xsp Build Order fulfillment Technical support Browse Buy Manage Partner end-users
Backup Security Business Apps Collaborate Communicate Compute Storage OS Virtualisation Contracts, SLAs Billing engine Reporting module Resell Cloud Service xsp Build Cloud catalogue benefits Choice of leading brands One supplier relationship Go-To-Market support Technical support Built-in reporting Low upfront investment Order fulfillment White label webstore Existing E-commerce / Sales Method Browse Buy Manage Technical support Partner end-users
Backup Security Business Apps Collaborate Communicate Compute Storage OS Virtualisation Contracts, SLAs xsp Central The powerful software license management portal Billing engine Reporting module Resell Cloud Service xsp Build Cloud catalogue benefits Choice of leading brands One supplier relationship Go-To-Market support Technical support Built-in reporting Low upfront investment Order fulfillment White label webstore Existing E-commerce / Sales Method Browse Buy Manage Technical support xsp Central benefits Product insight Program insight Cloud service builder Usage analysis Built-in reporting Margin optimisation Partner end-users
UK Resell Key Features Aggregated billing group multiple services into one monthly bill. Helpdesk Ticketing & Support Resellers can raise helpdesk tickets and access 2 nd line support on the webstore functionality and the services they use. Reporting & Auditing Reseller s & End user s can run reports on usage, billing & orders. Simple subscription management -Ability to add / remove units of capacity on demand, as well as manage renewals
Partner Programme Benefits Access to MDF to support your lead generation campaigns Virtual Marketing Manager (VMM) ready-to-go campaigns key plays to assist with your marketing messages Battle cards and call out day scripts to help you position and sell cloud services / identifying opportunities Why sell cloud advice, which includes commission considerations, partner brand guidelines, potential service wraps, cloud plays, sales training, etc
How do you resell Cloud Services? Go To Market choice Resell console a single access point to manage your end users cloud subscriptions on their behalf Reseller branded webstore - a single access point for the efficient procurement and fast provisioning of cloud services for your end users Traditional procurement process allow you to focus on selling to your end user in the same way, without changing your purchasing process
Build Vs. Resell
Thank you for your time If you are interested in and would like to find out more information, please contact: Scott Murphy Email: Scott.Murphy@arrowecs.co.uk Telephone: +44 (0) 7507 510014