Over the last five or more years, many enterprises have turned to the public cloud and its infrastructure as a service (IaaS) offerings to run their backend applications, thanks to its elasticity, scalability and cost-effectiveness. However, some of your customers may have established direct relationships with one or more cloud solutions on their own, without a critical eye for governance, security, optimization and efficiency (technically and fiscally). If you’re not having conversations about your customers’ existing public cloud subscriptions and how you can add much-needed (and critical) value, now’s the time to broach the subject and capture your share of the growing IaaS market. Here’s how:
1.) Start with your customers
Find out which public cloud services your customers are using, like Amazon Web Services, IBM Bluemix or Microsoft Azure. In some cases, you’ll find that internal demands, like marketing, finance and application development, drove one or more departments to create shadow accounts without CIO endorsement. Over time, those annual subscriptions may have grown in size, from as much as $500 to $10,000+ a year, and are now catching the CIO’s eye.
2.) Identify customer opportunities
Keep your business’ core competencies in mind as you consider a few questions. Are your customers’ public cloud environments technically and financially optimized? Are they designed to scale, say, for peak seasons or high demand? Are they efficient and secure? Is there proper governance and oversight of resources?
3.) Partner to augment your business
If you identify some gaps between customer opportunities and your core competencies, reach out to Ingram Micro Professional and Training Services. It offers a team of service professionals, engineers and technicians you can leverage to help plan, implement, manage and support IT products and solutions. Its dispatch team applies best practices to ensure your profitability and productivity:
- Increasing your services revenue
- Expanding your geographic reach
- Extending your technical competency
- Acquiring new business while controlling costs
- Providing unbiased, third-party assistance
4.) Make it recurring
If 20–30% of your current business isn’t based on services, now’s the time to get started. Seriously. Bottom line, more businesses and consumers are subscribing to services rather than buying products. Gartner reports that, “By 2020, more than 80 percent of software vendors will change their business model from traditional license and maintenance to subscription.” And Ingram Micro Cloud Marketplace makes it easy to get started, where you can purchase, provision, manage and invoice over 200 vetted cloud services using our automated e-commerce platform and integrated web store.
Ready to learn more?
These links will provide you with more information about capturing your share of the growing IaaS market: