Channel Partners

SPR 2015

For 25 years, Channel Partners has been a resource for indirect sales channels, such as agents, VARs and dealers, that provide network-based communications and computing services, associated CPE and applications, and managed and professional services

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Business Applications PAIN POINTS Migrating programs into the cloud, whether that's public or private (each poses its own, different challenges, which remain outside the scope of this article). Protecting proprietary business informa- tion throughout a mobile workforce. Moving custom applications into a standards-based cloud such as a VMware or Citrix environment. OPPORTUNITIES Offer DSaaS or VDI applications, even those that are server-based. Be sure they all are hosted with single sign-on and easily moved onto new devices. Be proficient in hosted email. While Gmail and Microsoft365 remain go-to applications, some customers require services with more controls. Run a help desk. Providing the ability to take the first call on every problem is a huge differentiator. Clients want to outsource tech support so their IT people can focus on strategic projects rather than day-to-day issues. –ANGIE TOCCO, CO-FOUNDER, LANYAP NETWORKS Best Practices But taking advantage of these opportunities requires the use of certain techniques. After all, partners who stick to ingrained ways of thinking won't adapt, and therefore won't be able to guide clients through complex technology deci- sions or implementations. In the end, they will lose part or all of those customers' business. To avoid that outcome, follow these best practices that holistic channel practitioners have charted for you. A POINT A: GET GROUNDED. "What we see companies not doing is imple- menting the training for sales and the systems to support a holistic approach," said Clark Atwood, president of Concierge Core Services. Jo Peterson, vice president of converged cloud and data at Clarify360, agreed. "Emerging technologies change rapidly," she said. "Keeping pace and remaining ahead of the aspects associated with that change — vendor selection, education, etc. — is key for us." B POINT B: GET ROUNDED. A number of partners still don't provide full IT services, including those with the managed, project and telecom domains, said Platte River's DeCamillis. That's a mistake. "Many businesses want to outsource the entire IT department," he said, and partners must be able to handle these demands if they want to cash in on the financial prospects. So, become a full-fledged IT and telecom MSP. Jeff McDermott, president of American Technology Specialists, echoed this advice. "Deliver a complete product set with minimal internal costs," he said. "For most organizations in 2015, this will mean focusing internal efforts on delivering high-profit services and subscriptions, 22 CHANNEL PARTNERS SPRING 2015 FEATURE The Cloud Services Community is where Traditional IT Partners, Born in the Cloud Partners, Service Provider Agents and MSP's come to learn how to build a more successful Cloud Business. The community features webcasts, whitepapers, research, best practices and how-to information from executives who have already set up successful Cloud businesses. No other community provides the impartial advice and unique peer-to-peer guidance from industry leaders like the Cloud Services Community, and membership is free! To join, simply visit: Make connections and fnd resources to grow your business Join the community that helps elevate your business in the Cloud

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