Why Should You Sell Solutions "Born In The Cloud"?

By Joel Doherty, Global Strategy and Business Development, Epson Cloud

The “cloud” is where everyone wants to be; yet few know how to get there successfully. Why does the cloud remain somewhat elusive to the channel and VARs, and how can we remove the barriers to entry for all? Let’s first look at the “why” part of this question. Why should you sell cloud-based solutions at all? 

Many VARs have decided to pursue cloud opportunities. Some may have engaged in the development of their own cloud-based software solutions, while others may have commenced reselling strategic cloud and mobile services to complement their existing point of sale (POS) and technology portfolios. Below is a closer look at what they are missing and why this is an important business move forward:

• Development Of New Revenue Channels. In a traditional reseller model, VARs live for that initial hardware and software sale, the big-ticket item that is their bread and butter.  By exploring simple cloud and mobile solutions, they can develop new revenue channels for their business that compliment the big ticket POS/technology purchases that are their sweet spot today. Recurring monthly revenue, revenue share on data services, additional support contracts, and upselling hardware enhancements are all new revenue opportunities to leverage with their existing customer base. This is important because selling to the existing base is infinitely easier and less costly than chasing that brand new customer they have never worked with before.

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