A brave new world…if resellers can adapt!

Advice 2010-06-21 12:18

Outourcery's Mark Seeman says if resellers don’t develop cross-sector skills, they will fall victim to the inevitable

Resellers who want to sell new cloud-based computing and Unified Communications services have a new challenge — how to survive in the new age of hosted services! Their challenge, says Mark Seemann, product strategy & development director for Outsourcery, is how to turn their mostly CAPEX-based business models into an OPEX-based service business without destroying cash-flow in the short term.

An example of a Hybrid Cloud Communication Service is Outsourcery’s iP PBX Overlay product which works by delivering new Unified Communication capabilities from the cloud – such as Click to Call, SIP Trunking, Presence, Instant Messaging, Desktop Sharing, Call Recording and Video Conferencing all in one package.

Survival of the fittest
To conclude, cloud is here to stay and it is a matter of when, rather than if. If resellers don’t adapt and develop cross-sector skills, their profits will dwindle and they will be a casualty of the inevitable shake out that will envelop the channel.

For the reseller, the incremental service revenues generated from selling these new Unified Communication services will soon start to build up and eventually overtake the cash generated from the CAPEX sales allowing a far smoother transition to the cloud.

If, as a reseller, you are not in a position to re-train or provide first class customer service, companies like Outsourcery can help resellers make a painless transition and are already providing sales training, field support, first line support, and even second line support for its partners. With its history of experience in both IT and telecoms, Outsourcery is ideally placed for IT/telecoms integration, and ready to face a brave new world. Are you?