Selling Cloud Services To The Right CustomersSource: N-able Technologies Inc.
How to help more customers make the shift to a managed cloud offering and reach the maximum addressable market
According to Gartner, by 2016 cloud computing will become the bulk of new IT spending(1). For Managed Service Providers (MSPs) this is a good news and bad news story.
Hardware and software sales have traditionally been an important revenue stream for MSPs. Revenue is generated from the margins on a capital expenditure (CAPEX) and the time and labor to install, configure, and service the hardware or hardware. With this familiar model, an MSP’s value is tightly coupled to infrastructure with pricing based on each device managed.
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