Managed Services, Cloud Solutions Spur Growth
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Managed Services, Cloud Solutions Spur Growth
Cloud and managed services solutions have shorter sales cycles, more predictable revenue and higher profits, a new survey of channel leaders finds. -
Cloud Presence
Nearly three-quarters of channel execs/leaders said more than 10% of their total sales is tied to cloud-based solutions, with 15% saying more than half their total sales is tied to the cloud. -
Managed Services Drives Revenue
Nine in 10 said more than 10% of their total sales is related to managed services, with 23% indicating that more than half their total sales is tied to managed services. -
Business Reinvention
40% indicate that their company has developed new sales strategies for managed services and the cloud. -
New Channel Strategy
34% said the new sales strategies for managed services and the cloud involve the targeting of specific industries/verticals and/or key issues; 27% said they involve focusing on initial projects and adding services and products over time. -
Market Timing for Cloud and MSPs
34% said their sales cycles are shorter for cloud-based or managed-service solutions, as opposed to on-premise ones; just 14% said cloud and managed-services sales cycles are longer. -
Cloud and MSP Revenue
50% said cloud-based tech and managed services revenue is more predictable than that of on-premise tech, and 80% said this revenues is either as profitable as on-premise solutions or more profitable. -
Multiple Benefits
37% said managed services and the cloud improve their business valuation while nearly two in five said it increases service margins. -
Team Effort
75% said both IT and line-of-business leaders act as decision makers for managed services and cloud-based offerings. -
Skills Shortages
37% said hiring the right talent poses major challenges in selling managed services and cloud solutions, while 30% cited the need to deal with vendor support models. -
Tight Cash Flow
24% said cash-flow availability poses major challenges in selling managed services and cloud solutions, while 23% said the design of business models do.
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Why Metrics Matter to the Channel Cloud and managed services solutions continue to pick up steam, according to a new survey of channel leaders from Nintex. Many of these execs said cloud and managed services solutions bring shorter sales cycles, more predictable revenue and higher profits. To get the most from cloud and managed services opportunities, a significant share of these leaders said they're developing new sales strategies, such as the targeting of specific verticals and solving tech challenges, according to the study, which is based on a poll of more than 150 channel executives and was conducted by Research Now. Yet respondents find that cloud and managed services pose unique challenges, including a shortage of available talent and cash flow. By addressing these challenges, they can gain an edge in their markets. An emerging route to "profitability for channel partners is to grow their managed services practice areas," said Josh Waldo, vice president of channels and product marketing for Nintex. "A cloud service subscription model presents an incremental partner revenue opportunity, even as customers continue to consume much of their software on-premise."
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