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.
Half the point of offering a deep menu of cloud services is the ability it gives you to grow your top and bottom lines rapidly and cost-effectively without growing your customer base.
Indeed, according to Bergeron, selling additional solutions to existing customers costs a fourth as much as finding net new clients, takes 40 percent less time on average, and leads to higher customer retention rates.
“As an industry we’re obsessed with acquiring customers,” Bergeron says. “Your revenue will grow a lot faster from the multiplier effect of cross-selling.”
On average, she continues, most Ingram partners make less than 10 percent of their revenue from incremental sales to existing clients at present. 30 percent, Bergeron argues, is a realistic and more profitable goal all cloud partners should aspire to.
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