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Channel Customers Seek Complete Infrastructure Picture

Business forecast Core Accountability Enterprises typically now build their IT infrastructure department upon 25 to 30 core services to meet most business demands. Well-Defined Services Channel customers are looking for a comprehensive range of infrastructure offerings that are well-defined by function, service levels and unit costs. Detailed Pricing Customers are seeking “bottom-up” price models to […]

Written By: Dennis McCafferty

Apr 28, 2014

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Business forecast

Core Accountability

Enterprises typically now build their IT infrastructure department upon 25 to 30 core services to meet most business demands.

Well-Defined Services

Channel customers are looking for a comprehensive range of infrastructure offerings that are well-defined by function, service levels and unit costs.

Detailed Pricing

Customers are seeking “bottom-up” price models to address expenses associated with server, storage and software types, as well as required labor.

Supportive Products/Services

To establish a “complete view” of their infrastructure, channel needs and expenses, customers are incorporating demand-management/forecasts and tools that compile usage, cost and price metrics.

Big Picture SLAs

Customers want service-level agreements to be defined at the overall service level—in other words, what they ultimately want from an acquisition—rather than SLAs that simply break down the individual parts (servers, database, storage, etc.)

Prototype Costing

To ensure long-term relationships, channel businesses should make it easy for customers to prototype IT pricing components such as approach and resulting costs.

Willingness to Compromise

It’s helpful to demonstrate how you can help customers save gradually along the way due to your receptiveness in making tradeoffs that reduce consumption.

Continuous Improvement

Your leadership and front-liners must respond to customers’ needs for continuous improvement, with regular meetings to discuss demand-management planning and implementation matters.

Channel Customers Seek Complete Infrastructure Picture

Dennis McCafferty

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