4 pillars of the modern partner creating thriving cloud businesses
Guest Author: Matt Morris – Matt Morris is a Partner Technical Strategist in the One Commercial Partner group, where he leads technical sales readiness, and strategy for one of Microsoft's largest distribution partners. Prior to his current role, Matt worked in enterprise technology sales, software development, and solution architecture roles at Microsoft and other technology firms. He has experience with mid-market and large enterprise organizations across a variety of industries as well as the public sector. He helps customers understand and implement high innovation and transformational technology solutions in the areas of analytics, cloud computing, and developer tools and platforms.
According to IDC, by 2020 IT cloud services revenue will exceed $500 billion. As a part of Microsoft’s One Commercial Partner organization, I know firsthand both the tremendous opportunity cloud computing presents our partners and the complexity that opportunity can pose. So, as you prepare to join us at IT Nation, I want to share a series of cross-industry partner resources that will help you evaluate the benefits and risks of cloud computing, and provide best practices to help you successfully transform your business to capture the largest possible share of those dollars.
Is the cloud right for my business?
Nearly 80% of customers are deploying or fully embracing cloud technology today, according to IDC. It’s clear many clients are hungry for the cost-savings and flexibility the cloud can provide, but finding the right pace and model for cloud adoption is challenging for many partners. In The Booming Cloud Opportunity, IDC analyzes the scope of the opportunity and how you can take advantage.
How do I grow my business with the cloud?
No one knows your clients like you do. Your hard-earned expertise solving clients’ challenges is the perfect foundation for a cloud-based practice. You know the solutions your clients want, without compromising their security or increasing long-term costs. More importantly, your clients chose you for a reason. Whether you’ve mastered a particular technology, specific vertical, or business process – your unique expertise can be scaled with cloud solutions to make you more profitable. Whether you’re looking to start gently with an SaaS solutions like Office 365™, or to dive into IaaS or PaaS with Azure™, evaluate your revenue potential with your Office 365 Revenue Modeling Tool or check out the eBook, Differentiate to Stand Out.
Will I need to change my sales & marketing for cloud solutions?
The next challenge is communicating the unique value you offer, particularly when 65% of B2B purchase decisions are made before ever engaging sales. The Modernizing Sales and Marketing Guide distills the best practices other successful partners have implemented. From developing a listening culture and understanding the customer journey, to building the right marketing assets to communicate how you solve customers’ real business challenges, this guide will help you grow your practice.
Am I ready to expand my practice into the cloud?
Changing your business model seems risky, even when you know that it’s critical to long-term success. So, before deciding to wait a little longer, see what it would take to get started. Some cloud services, like Office 365, can be implemented quickly and painlessly. If you have cautious clients, expanding into a hybrid blend of on-premise and cloud solutions might fit. The key is to create a strategy that allows you to leverage easily deployed cloud components to drive services revenue today, while developing your own specialized solutions to turn your unique expertise into a repeatable product over time. Get started with Optimizing your Operations.
However you choose to implement cloud services, my goal is to help you strengthen both your bottom line and your relationship with your customers. Long-term profitability is the result of helping your customers achieve their goals, growing revenue while reducing churn. Our last resource, Delivering Customer Lifetime Value closes the loop.
If you have more questions, I’d love to meet you at IT Nation. Join me for Building Successful Azure Practices for Managed Service Providers on Thursday, and make sure to stop by Microsoft’s booth. If you have a bit of travel time, download my latest effort The Microsoft Ultimate Partner Podcast where we share deep technical insights, Microsoft news, and partner insights.
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