Identify What Is Driving Or What Will Drive Your Customers to the Cloud
In understanding what’s driving your customers’ decisions to the cloud, there is an opportunity to upsell customers beyond basic cloud services and create “cloud-enabled businesses” by evaluating the distinct needs of their customers.
For instance, Student Transportation (STI), the third largest student transportation company in North America, not only needed to lower IT costs – and it has since been able to reduce IT costs by roughly 72 percent above the industry average with the cloud – but also required the technology’s unique ‘Cut & Paste’ cloud workspace capabilities to keep up with its aggressive M&A activity. The advanced cloud application layer STI has in place allows the company’s lean IT staff to upload acquired companies’ data and applications and then present them via a cloud environment. That lets each of STI’s acquired companies to keep and run applications in the same way as before the acquisition while seamlessly integrating each into the larger, corporate tech ecosystem.
Alternatively, channel companies may be able to meet more of their customers’ needs with the cloud. Identifying potential growth in new markets or industries by adding a cloud offering to your portfolio, and identifying influences that are driving or may drive your customers to the cloud empowers channel partners with the knowledge of whether now is the time for the cloud. And whether that need is immediate, in the next quarter, or two years from now, it’s important to know that it will require you to modify your business model accordingly.
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