(part of a continuing series on hosted services work transition)
in the last 2 years I have been a fundamental change VARs to bring resellers and consulting firms observed as they begin to move to hosted services models. Progressive organizations increase the customer value chain, as they offer start hosted services for applications and even as far as going to provide hosted desktops -. Higher customer benefit offer, closer customer relationships and lower overall churn
But to achieve this step-up value (and new growth engines for existing managed services) may also prove to be unprepared disturbing.
How VARs and dyed-in-the-wool MSPs successfully move to a hosted model workstation? How to make the case to the management of this shift? As you morph from mailboxes Hosting desktops Hosting? replicable From custom engineering services? From thin margins in the double digits?
success factors that make the difference
In recent years, with Citrix I have with some of the world's most advanced (and some not-so work -Advanced) VARs, hosters and MSPs who make this change. And during this time I have seen a number of basic recurring themes, opportunities, war stories and of course success stories
boil down to the following categories. in future blogs, I will plan that cover respectively:
- objectives :? Why transform, and what is the payoff
- New business model and recurring revenue models
- service definition and market differentiation
- Operational transformations
- technology transformation and impact
- revenue and compensation changes
- Marketingand demand generation differences
Who hosted workspaces transition to make ... and why?
Over time, most technology-based industries either commoditization or even interrupt their companies face. This is especially true for VARs and managed services alike. Already in this company we see
- VARs - duldend that simple product sales and installation / break / fix are not the edges to be produced when it is used. In addition, try to make their customers full service technology partner, which can assist with all parts of their line-of-business - making it more strategic vendors acquire
- HSPs / MSPs - , (Hosted service provider / Managed Service Provider) are finding that offer fiscal generic outsourced servers or a simple application such as MS Exchange hosting, is becoming less lucrative and competitive. Looking for ways to increase the value ladder climb less commoditized services to be provided and more strategic outsourcing revenue streams
- Infrastructure-as-a-Service and Hosted Networking -. Likewise, providers of IaaS and outsource networking (NaaS) find that such services commoditization are also susceptible. For this reason we see IaaS providers offer "up stack" going higher value Platform-as-a-service offerings - including hosted applications, desktops, databases, directory etc ..
Ultimately these transitions occur because the existing services to be lower value and continue to be transactional. There is a clear step towards industrial-recurring Revenue Services that benefit both suppliers and customers. For the provider, a recurring revenue stream signals longer-term and reliable cash flow and valuation; transformed for the customer a subscription-style service capital costs to operating costs. for easier to budget and account
If you are a part of a supplier channel and not at least a partial shift to higher made -value differentiated services and / or to a recurring revenue model, you can check your corporate strategy.
In future blogs I will also various changes needed to these transitions make drill down into how all the resulting advantages. In the meantime, you should use the following compounds:
- [Blog] How big is the DaaS market
- [Blog] Differentiate or Die - Why MSPs need to change their game
- Citrix service provider Program
Next rates:
- part 1 :. the right goals setting
- Part 2: Recurring Revenue Models
0 Komentar