Use IT Nation to Build Your As A Service Strategy

posted by Jackie Schmid on Monday, November 09, 2015 in Unified Communications and IT Blog

The as-a-Service model is nearly as ubiquitous as “the Cloud” these days. From Hardware-as-a-Service (HaaS) to Security-as-a-Service (SaaS) to Desktop-as-a-Service (DaaS), nearly every player in the channel has an offering. Unfortunately not every Solution Provider has the piles of cash it takes to bankroll the solution.

A whitepaper published by ConnectWise earlier this year addresses benefits, questions and concerns in The Ultimate Guide to As-A-Service which you can and should download. 

If you’ve already decided that an as-a-Service model is the right approach for your business, IT Nation is a great time to start building your strategy. We have had the opportunity to work with a number of companies who have successfully adapted their go-to-market to a single monthly payment and have heard their war stories.

The biggest struggles we hear about come in cash flow and sales training – both addressed in the whitepaper. 

Cash Flow Struggles

In this partner blog, Paul Sponcia, CEO of The IT Company, talks about how the more successful his MSP got at selling HaaS the more restricted his cash flow became. In the blog, Sponica said, “The model was working from a sales and service perspective, but it had the potential to crash the system if we didn’t come up with a viable alternative.” This is also a road block for MSPs wanting to explore HaaS. If you tackle this issue up front, you have exponential room for growth.

The whitepaper discusses creative ways to explore financing, and if you want to preserve your lines and mitigate risk, consider asking your leasing company to finance the equipment and bill your Managed Services fees all together for a HaaS feel to the customer.

Sales & Go-To-Market Struggles

In Part 4, the whitepaper addresses the struggle of selling value as opposed to a product or service. Mike Monocello, editor-in-chief of Business Solutions Magazine summarizes this perfectly in a quote in the whitepaper:

“Your value proposition can’t just be a monthly payment. Smart, financially sound customers will look at the numbers and know that they’re paying more on the as-a-Service model in the long term. Rather, you must identify, create, and employ value added services and know how to convincingly convey such value-adds to customers so they understand that the monthly payments are not just convenient, they’re beneficial.”

If you want a quick way to get your sales team up-to-speed, consider a sales training with CharTec. Alex Rogers has refined the process, talk tracks and answers to objections to make your sales team comfortable with solving problems and selling value.

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About The Author

Jackie Schmid is the Director of Strategic Marketing of the Unified Communications & IT Group at GreatAmerica Financial Services located in Cedar Rapids, Iowa. Jackie is responsible for building brand awareness and gaining strategic relationships through creative marketing. Prior to joining GreatAmerica, Jackie worked in the TV News industry as a producer and executive producer at the local CBS and FOX stations where she helped shape the programs delivered to the market. Jackie’s finance career began in 2011 when she joined GreatAmerica to support the sales team serving the Office Equipment space.

  1. as-a-service
  2. cloud
  3. quoting
  4. recurring revenue
  5. sales
  6. technology
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