- Managed DaaS
- Happy End Users
Partnering with desktop as service (DaaS) providers is a growing trend for MSPs, reseller agents and VARs. The DaaS industry is a quickly growing field and even the largest companies are embracing the benefits of cloud solutions, making it an ideal time to offer this solution to customers and prospects.
The key to success to choosing the right DaaS partner. There are several providers currently on the market, from large companies dabbling in virtual desktops to more specialized organizations that built robust, high-performance solutions from the ground up. An MSP should look for a DaaS partner that is easy to do business with, flexible enough to accommodate customer needs and has a simple partner program that is competitive and rewards MSPs for their business.
When shopping for a DaaS provider to partner with, look for one that meets these five key criteria to create a strong, profitable partnership.
The last thing you want when you have an interested prospect is to be running around trying to get a rep – any rep – from the provider into a meeting. The strongest, most lucrative partnerships are formed with providers put real attention into their Channel Partner program and work at cultivating relationships.
One of the easiest ways to determine if this level of care is present is if you have an established, consistent point of contact rather than a hotline style method of interaction. Having one or two people you regularly work with makes it easier to build a mutually beneficial relationship.
Having a good relationship can also go a long way in ensuring you get paid in a timely manner, which is key to developing net new opportunities. A dedicated point of content is proof that the DaaS organization is committed to working with MSPs – there’s a reason that this field is referred to as “Channel Partners.”
No one knows the DaaS market or service particulars as well as the company you’re partnering with, so lean on them to provide appropriate messaging, sales tools, training and more. A good partner should be able to provide you with easy-to-consume learning materials (such as battlecards) to help you understand the market and key selling points as well as collateral to share with prospects.
This shouldn’t be a one and done deal either. Ask potential partners how often they release new marketing materials and what their channel communication cadence is like. A reliable provider should be supplying fresh material fairly regularly to help you better understand the market and close new deals.
You want a program that is easy to do business with and enables you to close more business. To this end, find a partner that will help you sell the solution, not make things difficult.
Your main contact at the DaaS provider should understand what you sell and how you sell it so they can work to fit into your process (and not step on toes) for the best chances at success. The selling process will feel awkward and disjointed if a service provider rep comes into a meeting and gives a generic pitch without regard to your selling position or the prospect you’re talking to. To avoid this ineffective approach you need a provider that will collaborate with you to create a strong selling point tailored to specific pain points and needs. This can go as far as combined presentation decks for a cohesive feel.
The easier it is and the more you work together will lead to more successful sales (and the more you’ll get paid!).
The DaaS provider’s services are an extension of you, so you don’t want to partner with a provider that is going to disappoint your customers. Pay attention to case studies, online reviews and what your customers are saying once they’re using the service.
There are some large providers that offer DaaS solutions. If you’ve had a bad experience with these companies in the past, don’t expect something different this time around. There are also opinions within the tech industry about many of these larger companies. If your customers seem hesitant to work with or buy a product or service from a particular provider, move onto the next option. There are boutique DaaS providers that focus on good customer service and a solid product offering that are likely to be a better fit for this still maturing solution.
One of the top benefits of adding DaaS to your portfolio is its ability to open up additional opportunity to sell more services. For many MSPs, DaaS is the gateway to a client’s application layer, which offers a better understanding of business challenges and often surfaces additional needs.
To truly capitalize on a DaaS partnership you’ll want to find a service provider that is continuously improving their product by adding new features and services. This will allow you to easily grow with the industry as it matures and make it easier to upsell clients without inking a new partnership agreement.
Nov 08, 2018
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