When we speak with potential partners about adding cloud and IT infrastructure solutions into their service portfolio, the motivation to either add new services or switch the existing services in their portfolio is typically affected by one or more of the following concerns.
How to Staff and Manage
Skill Sets: How much time and cost is necessary to find, add, or retrain dedicated engineers, sales teams, and or other roles with new IT skills?- On-Going Training: Are on-going training and certifications needed to stay up-to-date on evolving technologies?
- Productivity: Will this work take productivity away from core business services?
How to Market and Sell
- Promotions: How do we position and market cloud and IT infrastructure to customers to generate leads?
- Sales Conversations: How do we qualify leads and convert them into sales?
- Sales Process: How long is the sales process for cloud and IT infrastructure services vs core services?
How to Make a Profit
- Margins: Are margins high enough to make cloud and IT infrastructure worth selling?
- Uncertain ROI: What is actual ROI in terms in terms of financial return and how long it will take to realize this return?
- Distraction: Will these services distract from the more profitable areas of their business?
How to Get Real Help
- Just a Number: Will we be treated like just “another” generic vendor/customer?
- Core Values: Will our customers be supported with the same level of attention, care, and compassion that we provide?
- Personalize Assistance: Will service providers be available to help with sales and technical resources if, and when, we need help to succeed?
