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5 Ways Technology Providers and Consultants can Optimize Revenue with the Cloud - Part 1

Why You Can Not Afford to Ignore Cloud Technology

Every business needs to innovate in order to not only survive, but also to thrive. Maintaining the status quo every year will never guarantee success, and it will certainly never ensure long-term viability. But differentiating your business and providing a unique value proposition will.

As a technology expert, you know all about providing unique value. You know that clients purchase products and services from you because of your promise to deliver a better value than your competitors. But how much value is your current portfolio delivering? Are your services still unique? More importantly, will they still be five or ten years from now?

For most technology providers—such as VARs, MSPs, Systems Integrator and others—those answers are: ‘Not as much as before,’ ‘Our uniqueness is dwindling,’ and ‘in five years, our offerings will be outdated.’ If this sounds familiar, fear not. It’s not too late to add a service to your portfolio that will differentiate your business, empower you to offer unique value, and position you for financial success into the future. What is this secret weapon? In a word, “Cloud.” Here are five ways technology providers and consultants can optimize revenue with the cloud, Part 1. Stay tuned for Parts 2 - 5!

1) Differentiate Your Business to Attract and Retain More Clients

The first step in attracting and retaining more clients is differentiating your portfolio. Enterprise organizations continue to lead cloud computing adoption, but small- to medium-sized businesses (SMBs) are quickly following suit.

  • In the 2014 IDG Enterprise Cloud Computing study, 20% of surveyed SMBs are planning to spend between $100,000 and $499,999 on cloud technology in 2015.
  • 17% of SMBs were planning to spend between $1 and $5 million.
  • 14% of SMBs were planning to spend $10 million or more.

SMBs are adopting cloud technology at a faster rate each year, so if you do not offer the cutting edge services that your clients need to stay competitive, they will go to your competitors. Maintain your technology advisor status by educating your clients on the cloud technology that will enable them to support future business processes. And by getting into the cloud market now, you’ll build your experience and expertise which will go a long way when clients are vetting providers.

Another advantage to diversifying your portfolio is improving your client retention rate. By providing a wide variety of services, you ensure that as your clients’ needs change that you will continue to support them. In addition, the more products and services a client purchases from you, the stickier they are.

REAL –WORLD EXAMPLE: “MSPs: Evolving from RMM to DaaS and IaaS”

MSPs have relied on remote monitoring and management (RMM) software to maintain clients’ on-premises environments. But with more companies moving their servers and infrastructure to the cloud, that model is quickly becoming extinct. Couple that with all the personal devices employees are using instead of company-issued laptops and PCs, and you’ll find that the universe of end-user devices an MSP can manage is also dwindling. But smart MSPs are looking to the cloud and offering Desktop as a Service (DaaS) and Infrastructure as a Service (IaaS). With DaaS and IaaS, MSPs can offer their SMB clients compelling value by managing the access to their applications and data stored in the cloud as well as their virtualized environment.

Stay tuned for Part 2 of this article series: Deliver Better Accessibility, Availability and Agility to Your Clients.

About Emily Swartz

As the Social Community Manager at Broadview Networks, I enjoy sharing valuable content across all our social platforms. I particularly love writing for our blog because it gives me the opportunity to share tangible advice on how businesses can leverage technology to gain competitive advantages, control costs, provide superior service, and ultimately improve their bottom line. Find me on Google+

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