A New Way for VARs to Build Cloud Service Revenue

By Doug Barney

The world is changing, and for VARs to stay relevant they need new revenue models, most of which are driven by the cloud.

Value added distributor (VAD) Cloud Distribution Ltd. thinks it has the perfect way for VARs to add a service revenue component to the money they already bring in through subscription-based services and cloud offerings.

The company offers Cloud Cover, a line of training services, maintenance support, pre-sales help and professional services. Now there is an array of pre-packaged services to compliment what Cloud Cover already offers, services aimed at post-sales support.

“Cloud Distribution’s new support services offer a menu of pre-packaged options with various SLAs available, as well as the choice of a white-labeled support service to enable VARs to offer their own-branded outsourced helpdesk with a dedicated telephone number. A key advantage of these options is that they enable VARS to position themselves with customers as having a bigger team in place, enabling them to compete with some of the larger and more established organizations in this space,” the company said.

One goal is to drive VAR revenue through these support services. After VARs land the cloud or subscription-based deal, they can keep the money rolling in through this on-going SLA-based support. And by having this kind of customer relationship, the VAR has an edge when it comes to selling new services.

These Cloud Cover services are exclusive to channel partners, and designed as add-ons to services those partners have already sold. They also help these partners leap into the world of professional services where recurring revenues are a chief business benefit. And the VAR can get into these professionals services leveraging what Cloud Distribution has already built, minimizing the investment needed.

“The availability of our post-sales maintenance and support services, especially the Partner Branded offering, creates the perfect climate for resellers to increase their profitability by delivering superior customer service and added services revenue,” James Ball, Technical director at Cloud.

As a distributor, the U.K.-based Cloud Distribution works with a number of vendors, including Enterasys, Fiberlink, Lacoon Security, Lastline, Meraki, PepLink, Talon Storage Solutions and Watchful, among others.

More Ways to Help

Cloud Distribution helps VARs on pre-sales side as well, which in part is done through its Cloud Clarity Partner Enablement Packs.

These packs are aimed at both technical support and sales teams, and focus largely on selling networking and security tools. The packs include sales training, technical trainings, collateral, and support packs aimed at specific vendors. On the marketing side, Cloud Distribution offers partners Altitude which makes it easier to promote specific vendor tools.

Support Options

The company has an array of options. Partners can outsource support to Cloud Distribution itself. At a higher level, VARs can white label, branding this support as their own.

And partners that have substantial help desks can be the first line of support, then turn the client over to Cloud Distribution for more specialized help.

Edited by Rachel Ramsey

MSPToday Editor at Large

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