Article | June 18, 2015

It's Time You Made The Transition To Greater Profits And Predictable Revenue

jim roddy

By Jim Roddy, VP of Marketing, RSPA

Welcome to the Channel Transitions VAR/MSP Executive Conference in Newark! The Business Solutions team is thrilled to present to you this education and networking conference designed to help VARs, MSPs, and ISVs learn how to best implement and manage the as-a-Service model.

The channel is always in transition, and it seems to be shifting even more rapidly these days. Solutions providers are endeavoring to achieve greater profits and more predictable revenue by implementing a recurring revenue business model.

Business Solutions magazine is the channel leader in educating VARs, MSPs, and ISVs on the transition to the as-a-Service model. Business Solutions has published several feature stories, case studies, opinion columns, and special guides on this important topic.

Our readers told us they wanted even more information, including the opportunity to network with other channel partners and vendors who are focused on this transition. From that, the Channel Transitions VAR/MSP Executive Conferences were born.

How  important  is  the channel’s shift to a services model? Let me share with you excerpts from an unsolicited email we received from a longtime BSM subscriber:

Prior to 2010, we were very much a traditional VAR, focused on selling traditional solutions with as many add-ons, services, and as much support as possible. The focus each month was first meeting our monthly nut, then putting whatever gravy on it we could. We had a good business and were comfortable in our element. Our customer base was very solid and annual growth was very reasonable.

It was then we decided to change our entire model to the “as-a-Service” model. This included starting another business on the side to develop software solutions in the cloud. It also included changing the entire business process, procedure, and goals. We even made a pretty significant change to internal systems to better support the monthly recurring billing model.

Today we are happy to say that the transition is complete, and virtually all of our business is now sold “as-a-Service.” This includes every aspect of our deals, from software and hardware to the services that accompany them to any add-on solutions or even custom development we provide. It was not an easy transition, but it was very successful.

I can honestly say ... offering up a solution as-a-Service is one of the best things we have done for our business. And the revenues from the monthly fees far exceed the small margin I would have gotten on a traditional hardware solution over time.

We are starting to be quite successful at this, both from a financial standpoint and also from a customer satisfaction standpoint.

During today’s MSP panels, breakout presentations, and networking opportunities, you will be exposed to real-world, nuts-and-bolts, headaches-and-heartaches discussions  and  success stories on the transition to the as-a-Service model.

Additionally, you’ll connect with vendors who can help you make the as-a-Service transition. That will happen during today’s breakout sessions, product exhibit, and by reading the vendor product information and educational articles included in this show book.

We want the Channel Transitions Conference to exponentially improve your organization. In the near future, we’d love to receive an email from you detailing how your business made the transition to greater profits and predictable revenue.

Download the full show guide below to learn more.

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