By now you may have heard of a new entrant in the office a-as-Service market, VMware buy Desktone. While I applaud the movement that will help to mature the market, I have to add a certain sobriety in their party atmosphere. Technology alone does not sell products -. Especially when the managed service provider (MSP) channel is involved
Assemble Definitely - support trade
VMware is Hyping Desktone status of first motor (they were not - Citrix was there 3 years ago), their unique technology (it is not ... just look at offers like TuCloud) and their partner base (only 40 at the moment)
for the latter, soundbites would MSPs believe the thousands of VMware partners will instantly be able to get up and sell DaaS. Our experience shows that providers must also provide the MSP with the help of the business - planning, market orientation, sales training, support pointers - if the tender is successful on market. The construction itself and they-will-come mentality does not work
I wonder what VMware can do regarding recruitment - MSP. And want to build business services that the Citrix Service Provider Program (CSP) has been providing MSP for years
what it really takes to succeed DaaS
Scaling MSP partners 40 thousands are not trivial -. VMware and will take considerable time. I guess the 41th partner want to be the Guinea pig.
The following shameless promotion is what we have built for our CSP program. It is an illustration of what we have developed for the MSP business needs ... and how we helped accelerate thousands of MSP in the DaaS space. Remember, by providing a hosted DaaS service is not the same provide a hosted Exchange Server. While DaaS highest value (by 1-2 orders of magnitude!), There is a considerable change in the company's marketing, sales, support. Not to mention a change in the buyer / user.
The Business Person we built for MSPs takes into account the fact that most MSPs have existing business models that differ significantly from the hosting service DaaS. They need to examine almost all aspects of their business if they want to succeed. So Citrix provides
- Planning and Product Strategy: Helping to assess the market potential, identify service portfolios and service definition, consider the strategic partners (with that bundle services, etc.) and business / sales / global pricing model. None of them are trivial. Even the first year of service definition is essential to play-by MSPs core competencies and customer (see my Differentiate or Die poster for more on building differentiated services with high added value)
- technology products and foundations : More than just infrastructure - it includes support models, implementing partners, billing, monitoring and automation of onboarding. Examine only support issues: You may be used to support your customer's IT department with technical problems. But what happens when an end user has an office problem? What happens when a new end-user needs to boarding? These are indeed new revenue opportunities (they add value), but also new skills you need to acquire
- sales, marketing and operations :. Including marketing planning, sales training, sales ops / compensation, go-to-market and demand generation approaches. The DaaS sale differs from the sale of a dedicated server ... You are often the sale of-business line manager in an SMB as often as you sell to IT. And you're not just selling cost savings, but the sale of new features such as BYOD, mobility, data security, etc. -. Often a new sales training for your existing sales force
- The service delivery experience : Basically the customer experience which includes discovery, testing, buying at boarding, support models etc. Put technology in place is not enough; You need the applications and users on board. There is a learning curve involved in using the new model app / desktop. All these activities should be considered
Parting Thoughts, Take
If you are an MSP looking to get into selling DaaS -. You 're about to make a good shot. But do it with as much information in hand you can. Learn about the business changes, you'll need to do, and that is best known for helping to make them.
- Beware of vendors that require the use of their virtualization platform
- Beware of sellers who have a record channel unequal conflict with MSP
- Have a bias toward suppliers that offer resources of the channel construction company
- Be sure to examine cases as much as you do technology
for more information
- Citrix CSPs share knowledge [videos]
- Citrix CSPs offering cloud-hosted desktops [Blog]
- about DaaS on citrix.com
- about the Citrix CSP program
- Contact Citrix CSP program
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