Page 61 - Partner Business Transformation Workshop Refresh
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Primary investment areas
Operations Training (Technical/Sales) Leadership
• Several solution providers have • Educate the sales team about • Assign a knowledgeable leader
stated that adding a basic NOC selling to business owners, Opex who can help the organization
and managed services allowed vs. CapEx, and benefits of cloud drive real change
them to be more easily prepared
for XaaS Solutions • Customers need advice about • Many solution providers created
Cloud Services and a traditional a separate organization to
• A customer portal with metering technical “just in time” response initially drive focus
and billing is essential for volume is often inadequate. Investment
Cloud Services is required in advance of
opportunities
Marketing Intellectual Property Professional Services
• Education, thought leadership, • Recurring revenue provides • Invest in building a deep
website updates and social greater value for the organisation professional services practice
media improvements were the that will enable the sale of cloud
most common marketing • Consider making investments in solutions with pre-sale services
investments acquisition of packaged services,
application development and • Look to package services to
implementing vertical extensions deliver defined outcomes rather
than traditional T&M
