The Reseller propeller Infographic.

1. The Reseller Propeller
Can reselling propel you into
the cloud and beyond?
Service providers are increasingly
aware that resellers are a key part
of growing their cloud revenues.
However, they’re not convinced
their existing channel strategies
are working.
19%
66%
of independent software vendors agreed
that channel partners are strategically
important to growing revenues from their
SaaS products.1
reported that their existing
channel partner program is failing to
meet their goals.2
Resellers matter because they let you
reach more customers more quickly.
Your company without resellers
Direct Sales
Prospects
Market reach = 9 Prospects
Your company with resellers
Direct Sales
Prospects
Resellers
Resellers
Direct Sales
Resellers
Prospects
Market reach = 57 Prospects
They can help you to increase revenues:
Without increasing your overheads:
- Expand your sales team.
- Access new vertical markets.
- Launch new products quickly.
- Avoid additional staff expenditure.
- Pay commission not salaries.
- Share your marketing costs.
Resellers can accelerate you
to the front of the cloud race.
Jim Foley of Flexiant commented…
“The winners in this cloud race will be those who can gain
and defend market traction quickest. This is only possible through
the use of a reseller strategy.”
Some service providers are already making
the reseller model work.
In 2013, COMPUTERLINKS turned to Flexiant to transform
the way it delivered its Alvea Services offering for resellers.
Having used third parties to deliver its Infrastructure as a
Service solution, COMPUTERLINKS wanted to improve its
reseller offering by bringing it in house.
It needed cloud orchestration software that allowed
its resellers to white-label Alvea services and pass these
services off as their own.
Neil Gardner, of Alvea services commented…
“With Flexiant we have the cloud provisioning solution necessary
for our business. VARs are able to easily buy and sell the IT security
and cloud services requested and instantly deliver it to their
customers through the Flexiant user interface.”
But others are stalling, leaving room
to add value through cloud reselling.
46%
of resellers said their offering
of cloud products and services
is completely mature3
So, what do service providers need to
propel their reseller channel?
Multiple metering
and billing models
Multi-tier
resellers
Branding
User Interface (UI) Billing integration
customization (payment providers)
Cloud blueprints Internationalization
to add value
Customer
lifecycle
customization
Existing CRM
integration
Flexibility
For more information, click here to read
the 10 "Must Haves" Needed to Support a
Cloud Reseller Channel
Contact us to find out how Flexiant’s Cloud Orchestrator
can help you launch your reseller model and gain new revenue.
0870 050 0080
UK: +44 20 3586 1511
US: +1 212 502 6771
www.flexiant.com
1
http://www.avangate.com/lp/whitepaper-forrester-saas-channels-2013.html
2
http://www.avangate.com/lp/whitepaper-forrester-saas-channels-2013.html
3
CompTIA survey- http://www.networkworld.com/news/2013/091013-buy-cloud-resources-273672.html?page=1)