Margins on cloud services alone are notoriously slim. Blended margins on bundled combinations of cloud software, hardware, and associated services are substantially higher, which is why Bystrak urged THREADcast attendees to take advantage of D&H’s “everything-as-a-service” offerings.
“It creates an ongoing annuity for the partner, but it creates a great consumption model for the end client,” he said.
To help partners quote, configure, and close everything-as-a-service deals, D&H is currently developing a new self-serve proposal tool. Now in beta, the forthcoming system lets users select devices via the distributor’s Device as a Service program, add cloud software, and tack on support, warranties, and “asset disposition” services at the end of the hardware’s lifecycle.
“It really helps sellers with cross selling and upselling opportunities,” said Maria Moran (pictured), senior cloud development manager at D&H.
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