IT resellers and distributors are striving to adopt recurring revenue models and meet the growing demand for fully managed IT services. However, this transition poses several challenges.
Firstly, it requires acquiring specialized expertise and allocating resources to support managed services effectively. Secondly, a shift in the business model is necessary, involving changes in sales processes, pricing strategies and customer relationship management. Educating customers about the benefits of outsourcing IT management is another hurdle, as it may require demonstrating the value proposition.
Additionally, the competitive landscape, with established providers already offering managed services, poses a challenge for newcomers trying to establish their presence and differentiate themselves. Lastly, building long-term customer relationships becomes crucial, as recurring revenue models require consistent value delivery and trust-building over time.
Overcoming these obstacles is not an easy task. But with the right partnerships, network operations and security experts, Comcast Business, Fortinet and Exclusive Networks are paving the way for high-quality connections.
The three companies have teamed up to deliver a new distribution sales route and managed SD-WAN services for VARs and MSPs. The collaboration expands the Masergy Guardian Portfolio, adding additional sales routes and helping resellers offer fully managed SD-WAN and security management services in more markets.
“By combining solutions tailored to resellers and distributors with our expanded sales routes, we are capitalizing on new opportunities, growing our portfolio and validating our position as a global leader in the managed services industry,” said Bill Madison, Vice President of Global Channel Alliances.
The Masergy Guardian Portfolio offers a comprehensive solution for resellers in need of networking, security and services. This converged offering is especially beneficial for resellers lacking service operations, technical expertise or SD-WAN certifications. Resellers gain access to the joint Comcast Business and Fortinet Secure SD-WAN solution through Exclusive Networks, a trusted global cybersecurity specialist.
The Masergy Guardian Portfolio allows VARs and MSPs to sell fully managed SD-WAN services and co-managed services. Benefits include:
- Attractive revenue model with great sales potential: Hardware margins, monthly recurring revenue and simple add-ons provide greater upside potential.
- Service expansion without the need for investment: Resellers can expand their support model without the overhead of more staff.
- Client loyalty and white-glove service: Resellers can maintain Tier 1 and 2 client support to further foster client relationships.
- IT services made easy: No complex technical certifications are required to sell the SD-WAN solution, and zero-touch implementation capabilities make it easy to install.
“Our collaboration with Comcast Business and Fortinet gives Exclusive’s ecosystem of specialist cybersecurity partners a unique and differentiated market proposition,” explained Brian Vincik, Senior Vice President, Americas, Exclusive Networks. “The combination of the Masergy Guardian Portfolio, Fortinet’s leading SD-WAN solution and Exclusive’s unique approach to services helps partners address the increasing needs of customers, create new revenue streams and drive business growth.”
Comcast Business, Fortinet and Exclusive Networks are delivering a reliable and secure digital network by an advanced technology portfolio. The portfolio is balanced across emerging and established market-leading vendors to offer optimized cybersecurity and digital infrastructure solutions in the U.S.
Edited by Alex Passett