Value added resellers (VARs) are seeing the increased demand in queries for cloud services from customers. While many VARs are already selling a limited number of cloud services, they haven’t yet made the jump to position their companies as major players in the cloud market. Now is the time to stake a claim in the cloud market to build recurring revenue and avoid revenue gaps.

Common Partner Challenges

What are some concerns of VARs, and some of the recognised challenges, of making the transition to a cloud services/recurring revenue model?
Common Partner Challenges

Disrupted revenue stream and sales compensation model

From selling on-premise perpetual license products to cloud-based as-a-service solutions, the revenue stream may go through a radical change. Rather than single, larger transactions, the revenue stream consists of monthly recurring revenue (MRR).

Smaller transactional volumes too costly to pursue

There are simply more transactions involved in an MRR model. Rather than a single sales transaction, there are monthly invoicing and collection tasks. For many businesses, the additional volume cuts into the ROI of the move to a subscription based model.

Lack of technical knowledge and capabilities

VARs are concerned about the time and investment required to maintain the technical knowledge and capabilities around new cloud solutions that are necessary to fully support the sales process.

Why Ingram Micro Cloud?

By choosing the right distribution partner, VARs can successfully lead their businesses into the cloud and become the single source for their customers’ technology needs.

VARs can deepen their customer relationships and offer end-to-end support services with a goal of becoming a trusted business advisor. With streamlined, automated billing and invoicing, resellers can scale profitably without increasing overhead. And with access to proven cloud marketing and sales tactics, they’ll stay firmly on the path towards digital transformation.

Gain access to an infinite ecosystem

Gain access to an infinite ecosystem of leading products

  • Offer top cloud services without the large capital expenses associated with building and maintaining one’s own infrastructure

  • Tap into more than 200 cloud services such as Anything as a Service (XaaS) through our APS technology, including SaaS, IaaS, HwaaS, Your Core Services and IoT

  • Offer end-to-end customer experience with streamlined provisioning, billing, servicing, and support

Leverage a powerful end-to-end

Leverage a powerful end-to-end commerce platform

  • Grow the cloud channel footprint by launching a commerce platform that grows over time to protect revenue run rate

  • Scale quickly with simplified billing and invoicing without incurring additional overhead costs

  • Increase the value of business by scaling profitability and expanding beyond traditional selling boundaries to reach new customer segments

Gain go-to-market expertise

Gain go-to-market expertise and support services

  • Accelerate your go-to-market strategy with comprehensive programs tailored to kick-start all aspects of your sales and support success

  • Quickly enable direct and indirect channels through extensive go-to-market education and tools

  • Increase customer retention and lifetime value through up-sell/cross-sell capabilities and best practices

Chris Dunning

"Thanks to our partnership with Ingram Micro Cloud, we have the ability to gain new revenues, and our customers will gain access to all the new technologies and benefits those technologies bring. They are exceptionally forward thinking; they've built their business around the cloud."

Chris Dunning, CEO, TechQuarters