By Justin Crotty, Senior Vice President and General Manager, NetEnrich, Inc.
The “work anytime, anywhere” trend is changing the face of how business gets done, in more ways than one. For example, businesses of all sizes, in response to growing demand for 24/7 access to critical business applications and documents via remote desktops, tablets, and even smart phones, are layering on an increasing number of cloud-based services designed to support this ubiquitous computing culture.
Yet, as their usage of cloud services grows, these same businesses are finding themselves face-to-face with a host of new challenges that come from managing cloud services, alongside their existing on-premise IT infrastructure.
VARs and MSPs are well positioned to reap the benefits that come from helping these businesses manage their end-to-end IT infrastructures. Some of these benefits include recurring revenue streams that over the long run will drive the sustainability of their services businesses. However, before they head down the cloud services management path, they must first identify the ways in which their business must adapt to be successful in this endeavor.
When I meet with channel partners to talk about the challenges they face, one of the things often overlooked in conversation is the difference between managing cloud services and providing a good user experience. Simply checking the box doesn’t cut it. To differentiate themselves, resellers and solutions providers must be able to deliver a cohesive and high-quality portfolio of management services that meet the stringent SLAs.
So, how can these organizations successfully adapt their business model for cloud services management?
One of the most important pieces of advice that I have for VARs and MSPs who are interested in expanding their businesses into cloud service is to adapt accordingly. The cloud services business is the next frontier and there is a new sheriff in town. When you do your homework, partner and take the time to learn the ropes, you’ll be saddled up and on the road to cloud services management success in virtually no time at all.
Justin Crotty serves as senior vice president and general manager for NetEnrich Inc. He’s responsible for driving growth and scale for NetEnrich and its partners and customers. Prior to joining NetEnrich, Crotty conceived and launched the services division at Ingram Micro, where his team built and grew the first and most innovative managed and cloud services business in IT distribution. Widely recognized as an IT channel champion, Crotty has held management positions in IT sales and marketing, and began his career as an IT network engineer with IBM.