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Have you ever heard your partner ask “You have great products, but why do you make it so difficult to buy?” Daren Finney, SVP Global Channels at Mitel, is on a mission to make it easier to buy their business communications and collaboration offerings. In this episode, Daren shares how he is leveraging distributors as they move to becoming Cloud Service Brokers to make it easier for their partners to buy their services combined with other vendors’ cloud offerings.
KEY TAKEAWAYS
Here are 5 things I learned from Daren about leveraging distributors as the expand their value add to cloud services:
- Cloud Service Brokers (CSBs) add value by taking lots of different vendors’ cloud subscription offerings, aggregating them together, and offering a combined solution on behalf of the partner to the customer
- To stay relevenat and add more value, Distributors are now acting as CSBs and, in many instances, also managing the billing and the contractual elements for the partner.
- For partners who are trying to make the transition to subscription or to cloud, that that in itself can create many commercial hurdles. So offering your service through a distributor in a CSB model makes it easier for partners to buy your subscription offerings bundled with other services their customers need.
- One of the main advantages of the CSB to partners is that they can buy every vendor’s technology they need from one source, and have them all bundled into one commercial billing structure they need for the customer.
- Distributors are also supporting partners and their customers through the customer lifecycle management to drive customer success.
LINKS & RESOURCES
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- Follow Daren on LinkedIn
- Listen to VAD veteran Matt Reaves talk about Creating Value-Added Distribution
- Learn more about Allbound
