As you know if you read the March editorial, MSPs are not a homogenous group and are as difficult to apprehend as were the VARs at one time.
A uniform approach towards MSPs does not work and having a single type of partner programme for them or approaching all of them with the same programme will only lead to deception.
compuBase consulting has identified four distinct groups of MSPs, each group justifying its own specific approach.
The « Born in the Cloud » is the group of players who have built their business model around Cloud computing. A simple way of identifying them is to see if they use the Cloud themselves for the majority of their services. Such companies may be a “spin-off” from an existing group or a new start-up. They do not always have a large financial basis, but they have the capacity to react rapidly and of course no problem with their business model. However, once one has identified them it is generally too late to engage them in very structured Cloud offers because they have generally already chosen their technology. The challenge is therefore to detect the individuals who are going to create these companies…
The « Ready to Go » is the group of players whose current business model is based on invoicing recurrent services. They may be hosting companies, maintenance companies or outsourced facilities managers… These companies do not have to change their business model nor the way they remunerate their sales teams to distribute Cloud offerings. As they may not yet be in the Cloud themselves, the way to work with them is to accompany them towards the Cloud. Adding a Cloud offering to their catalogue of solutions will not be a big challenge for them.
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PREPARE YOUR YEAR END CHANNEL BUSINESS NOW
Now is the time to prepare your end of year business !
Whatever your channel priorities for the next 2 quarters:
- Identifying and recruiting new partners to increase your market share/coverage
- Analysing your current channel compared to that of your competitors
- Targeting or developing a specific geographical region
- Updating the content in your partner database (PRM)
- Boosting sales for a specific product line via targeted channel marketing- EDM / telemarketing campaigns
We can supply you with the contacts, business intelligence or resources you need to achieve your channel goals.
UPCOMING EVENTS FOR YOUR DIARY
Med IT 23rd-25th September - Algiers-Algeria
Simon Network 15th-17th October Madrid-Spain
Med IT 19th-21st November Casablanca Moroco
PartnerVIP 19th-20th November Paris France
Further information about these and other upcoming channel events is available here
If you are looking to develop your Cloud /SaaS business in France and want to meet the companies that are making the Cloud a success make sure you attend this year's edition of PartnerVIP
1 000 Manufacturers, ISVs, distributors, integrators and MSPs will meet together in Paris for 2 days on the 19th & 20th November to establish and develop their business alliances
PartnerVIP is THE Cloud networking event designed to optimise the number of contacts and the business potential for Cloud solution vendors and their partners. This year's event features a specific international track for non French delegates with a "Tour de France" package to reach out to resellers in the provinces
COMPUBASE PUBLICATIONS AVAILABLE ON DOWNLOAD
SaaS will claim the largest share of public IT cloud services spending over the next five years. Identifying which ISVs will be the main players in future markets is key for all IT vendors when deciding future market strategy. Consult our current ISV statistics to find out why.
Study of the top 2500 Cloud/Hosting Partners Europe
Take the guess work out of your partner selection with this study of the Top 2 500 Cloud SaaS partners in Germany, France, the UK, Spain and Portugal.
Our survey summary is available on download here.
Consult the complete list of available market studies here