Entries by Rocco Seyboth

Make Money with Cloud-Focused IT Assessments

 

BitTitan VP of Marketing, Rocco Seyboth

BitTitan VP of Marketing, Rocco Seyboth

 

Are you generating revenue with IT assessments, or are you still giving them away for free to get your foot in the door? We’ve been hearing that an increasing number of IT service providers are shifting away from treating assessments as loss-leaders and turning them into a source of revenue. Although our Partners’ models vary, here’s a general overview of how they work:

 

Assessments as a loss leader

You can position your IT assessment as a key step in developing the strategic plan for your customer, and that plan can be treated as a standalone deliverable.… Read more

Why Office 365 Resellers Will Fail, Part 2: “Packaged IP” Is Not For Every Partner

In our last installment, we outlined several reasons why Office 365 resellers must focus on differentiation.  One of the approaches that Microsoft recommends is “Packaged IP” – creating intellectual property and bundling it with Office 365. For those of you who have the resources to build your own IP, this is an excellent idea. But what if application development and content creation aren’t core strengths of your business?

Microsoft has an answer. They suggest bundling in complementary services from Azure, like single sign-on and mobile device management.… Read more

Why Office 365 Resellers Will Fail, Part 1: Stop Pitching Office 365!

Earlier this month, Microsoft Partner Sales Executive, Justin Slagle, wrote a great article with a simple message: “You should stop pitching Office 365!” No, Justin has not gone rogue. He is trying to teach his partners a valuable lesson about differentiation. Office 365 has become a household name among businesses small and large and enjoys a dominant position in the market. On the surface this seems like a good thing for Microsoft partners but this actually creates several problems for resellers:

  • Even though Microsoft has done a good job of carving out opportunities to add value to Office 365 for partners, they still sell it directly on their web site and through Enterprise Agreements.

Read more

Make Money with Cloud-Focused IT Assessments

Are you generating revenue with IT assessments, or are you still giving them away for free to get your foot in the door? We’ve been hearing that an increasing number of IT service providers are shifting away from treating assessments as loss-leaders and turning them into a source of revenue. Although our Partners’ models vary, here’s a general overview of how they work:

Assessments as a loss leader

You can position your IT assessment as a key step in developing the strategic plan for your customer, and that plan can be treated as a standalone deliverable.… Read more