Partnering with some 45,000 cloud computing resellers has given Irvine, Calif.-based distributor Ingram Micro Inc. a broad perspective on what separates the most profitable, fastest growing partners from the rest of the pack. This morning at the distributor’s ninth annual Cloud Summit, in Boca Raton, Fla., Senior Vice President for Global Cloud Renee Bergeron outlined a few of those differentiating best practices, including these five.
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Most channel pros with a cloud practice start out selling Microsoft’s Office 365 collaboration and productivity suite. According to Bergeron, that’s where too many of them stop, though, as well.
“You don’t follow through with that second subscription,” she says. “You don’t maximize the long-term value of your customers.”
Newcomers to Ingram’s cloud channel, Bergeron adds, tend to offer just one to three cloud solutions each. Truly elite resellers, by contrast, typically offer 10 or more cloud services, including sophisticated ones like infrastructure-as-a-service and industry-specific offerings.
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