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Managed Services: How to Adapt to the Channel Model of the Future

New Business Opportunities for IT Resellers, Solution Providers and System Integrators

Low margins, a boom in the managed services segment, and a decreasing reliance by businesses on client-server based infrastructures to deliver IT services is drastically changing the business landscape for many traditional IT channel players, specifically classic IT dealers and Value Added Resellers. This paper will provide an assesment of the challenges facing the IT channel and will describe how IT resellers can transform the growing demand for managed services from a threat into a key opportunity for future business success. It will address key issues such as:

  • The starting conditions for dealers accessing the SaaS market
  • Common challenges dealers face when setting up their own services
  • Cash flow concerns in the classic harware/software trade versus managed services
  • The unique advantages of backup and storage as a service as a way to break into the managed services sector.

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