Bottom line: The fastest path to greater sales and profits for cloud service providers in 2016 will be in delivering analytics, CRM, and CPQ apps that fuel new sales in their customers’ revenue pipelines, proving they can quickly deliver results.
2016 is going to the year where the highest-performing Cloud Service Providers (CSPs) and Managed Service Providers (MSPs) revolutionize how their customers drive new revenue, launch and manage new channels, and increase upsells and cross-sells across their customer bases. CSPs and MSPs who are developing deep expertise in cloud-based analytics, CRM and CPQ will have an exceptional year in 2016.
The following predictions include insights gained from discussions with the leading CSPs, MSPs and a wide variety of analytics, Customer Relationship Management (CRM), and Configure-Price-Quote (CPQ) software providers:
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- Demand for cloud-based analytics, CRM and CPQ is exceptionally strong right now and only shows signs of accelerating through 2016 and beyond. For service providers, analytics, Customer Relationship Management (CRM), and Configure-Price-Quote (CPQ) are ideal engagement opportunities as many of the mid-size and enterprise-level companies are so busy trying to close deals and grow their business models that they don’t have time to spend on IT-related tasks.
- Cloud integration expertise turns into a margin multiplier for service providers in 2016. The integration needs of enterprises investing in these three high-growth areas of analytics, CRM, and CPQ transcend simple SaaS solutions. Nearly every enterprise I’ve spoken with requiring integration to IBM IBM -0.50%, Oracle ORCL +0.35%, SAP Enterprise Resource Planning (ERP) and legacy systems relies on their service providers to solve this problem. Developing expertise internally and recruiting experts in cloud-based integration will lead to greater margins on deals throughout the year. Enterprises use this factor to pre-qualify resellers before engaging with them as it’s essential to the build-out of their IT strategies.
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SOURCE: Forbes
Louis Columbus
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