As every channel pro knows, selling Microsoft Office 365 is big business, because almost every SMB on the planet is a potential buyer. As every channel pro also knows, however, selling Office 365 is a low-margin business, thanks to the relatively slim margins Microsoft pays.
You can increase the size, and hence value, of every Office 365 deal you make, though, by bundling in appropriate add-on services. Here are six such services that Microsoft partners should attach to every sale they make.
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Where there is Office 365, there is data, and where there is data, there both can and should be backup services.
“Adding protection is very strong value to the customer and it’s simple for the partner to include in how they sell,” says Evan Richman, co-CEO of cloud migration, backup, and migration vendor SkyKick Inc., of Seattle. Simplicity is important too, he adds, because most Office 365 resellers have their hands full already mastering a new business model.
“They’re still going through this transition for their business transformation, and to add more complexity to that sale and having to train on a new technology, how to implement it, how it works is just another layer that you have to go through,” Richman observes.
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Selling Office 365 alone is a low-margin business. Selling it in combination with these additional services is much more profitable.
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General manager John Pagliuca (pictured) says integrating the company’s products is paying off handsomely and maintaining both on-premises and cloud-based platforms provides a competitive edge.
The distributor recorded huge sales gains in selected product categories this year, despite tepid demand for IT products and services overall.