Ingram Micro Inc. is hosting roughly 90 of its most dedicated SMB channel partners this week at its annual SMB Alliance Unplugged conference in Buffalo, N.Y. And just as it did at its Cloud Summit event in April, the Irvine, Calif.-based distribution giant is offering up pointed advice on the right—and wrong—ways to build a profitable cloud business. Here’s a look at what conference-goers heard from Renee Bergeron, Ingram’s senior vice president of global cloud, on that topic today.
If selling licenses alone is a dead-end pursuit, what should cloud resellers do instead? Sell solutions bundling multiple cloud products instead, Bergeron advises, and the more targeted by vertical industry and business challenge the better.
ITProFound, for example, markets a cloud solution tailored to the needs of law firms that combines Microsoft’s telephony-equipped Office 365 E5 plan with a hosted ERP solution.
“That is definitely a lead source for us for net new relationships,” he says.
It’s also yielding 40 to 50 percent margins, Hager adds, versus the 10 to 15 percent he’d be likely to make selling those same products unbundled.
“It’s harder to commoditize,” he says of the solution.
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