This week, I publicly kicked off my new role at Megaport at London’s Telco Cloud Forum. I was asked to participate in an interactive panel together with market colleagues from BCSG, Epsilon Telecommunications and Telefonica Business Solutions.
The main focus of discussion during the panel revolved around the considerations to make when creating a global cloud offering to maximise revenue potential. I put forward that in a fast-shifting and evolving market, you need to remain focused, and the most important thing you can do is stay relevant, for both your end-users and partners.
When working with a primarily indirect Go-to-Market partner strategy, you need to offer three core elements:
Education – This doesn’t simply mean training or accreditation in the traditional way that most vendors offer. It’s much more about opening your partner’s eyes to the way that the market is changing, and how this may affect their current business model.
Opportunity – What are the trends, opportunities, and threats that follow? If you look at the way that enterprises consume IT infrastructure, it’s no longer on-premise or cloud computing, but inevitably a combination of the two; a hybrid model. The threat to traditional vendors and service providers is effected through the disruption of their traditional CapEx sales and long-term service contracts. The opportunity, however, is for smaller and more agile players to offer a more flexible commercial model to the market.
Support – It’s important to recognise that many VAR’s, MSP’s, and SI’s must educate not only their clients and prospects but also their sales and operational teams. It’s important that they are supported commercially, with the right agreements and the right rebates. Compensation drives behaviour and the partners need to know what’s in it for them.
Finally, a forum for feedback should be provided to all parties in order for them to understand what’s working and what needs to evolve. Make sure that you regularly review your offerings from both a price and service perspective.
At Megaport, we lead the way in providing elastic and flexible bandwidth to allow partners and enterprises to leverage the power of multi-cloud usage. If you would like to learn about how we can help you with this, feel free to reach out to me by filling out the form.
– Chris Roberts, Partner & Alliances Manager