JUNE 2017

Recurring Revenue and Higher Margin Services Boost Your CLV

With new services, channel partners can take a more strategic role and help increase the overall business each customer represents.

Is your best customer now going to be a customer for life?
That's the question vendors should be asking as they consider their channel and go-to-market strategies in the enterprise. According to CompTIA research, more than 80 percent of managed service providers have a formal process in place for estimating Customer Lifetime Value (CLV). Those companies are always looking beyond the current contract; they're looking for growth opportunities that deliver more over a lifetime than hardware margins.
A successful channel strategy will give you a way to grow by regularly adding to the amount of business you do with each customer. Don't stop at device and network monitoring. Gradually step into higher margin services – like cloud back-up or data analytics – to incrementally increase the amount that customers spend.

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Partner Buzz
"A lot of people want alternatives to the public clouds, for a lot of different reasons. As a smaller company, that doesn't have the reach that the big guys have, we've got to have the best-in-breed technology."
-- Jan Rosenberg, CEO of Ashburn, Va.-based managed service provider Datatility, on the importance of being nimble and working with cutting edge vendors in a competitive market.
"We have to address proof of concept and proof of value simultaneously [in IoT]. We'll have a proof of concept that shows if the IoT solution is technically possible, but the second part is proof of value, and that's more of a design activity. We want to prove that the solution has enough business value."
- Jim VanderMey, Chief Innovation Officer at Open Systems Technologies, a Grand Rapids, Mich.-based solution provider,
commenting on how the channel can bring value to customers in IoT projects.
Solution Provider News
Accenture CEO: We've Moved Half Our Business To Digital, Cloud and Security In Just Four Years

Modern Master Agents: Most channel partners won't make the pivot to successfully selling next-level services, including cloud, on their own. But telecom master agents are uniquely qualified to help solution providers.
Vendor Views
Here's Who Made Gartner's Inaugural List Of The Top 5 IT Vendors

Cisco Launches Networking Platform That Will 'Redefine The Network For The Next 30 Years,' Says CEO Robbins

HPE's Neri Promoted To President, Set To Lead 'HPE Next' Initiative

Dell EMC Global Channel President Byrne: Partners Delivered 6,000 Net New Customers In Q1

The New Lenovo: Lenovo unleashed its first full-fledged data center product portfolio under a new ThinkSystems brand aimed squarely at displacing HPE, Dell EMC and Cisco.
Get Recognized as an Emerging Tech Vendor - Complete Your Application
Channel Chief John Byrne Describes the Past, Present and Future for Dell EMC Partners
Dell EMC Global Channels President John Byrne recently talked with content czar Joe Panettieri and CompTIA CEO Todd Thibodeaux about Dell EMC’s unified partner program. On this ChannelE2E podcast, the group discusses early learnings from the program’s launch, key near-term priorities for partners, the opportunities across servers and storage networking and plenty more.

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