“There’s a lot of opportunity out there,” Townsend told attendees. He backed that up with some compelling stats:
> Device as a Service (DaaS) sales are forecast by Grand View Research to enjoy a compound annual growth rate of nearly 40% through 2026.
> The pandemic has increased as-a-Service investments. In a recent Deloitte survey, over half the businesses (55%) say they’re investing more or a lot more on as-a-Service.
> As-a-Service is important to business growth. In the same Deloitte survey, half of businesses say as-a-Service will be strategically critical in the next 2 years.
During the webinar, Eric was joined by a guest speaker: Ian Pugh, director of strategic programs for unified communications and IT at Great America Financial Services.
His company provides financial services, integrations, billing services and more for IT channel partners. Now in its 30th year of independent operation, Great America works with literally thousands of partners and manages some $2.4 billion in assets.
Ian Pugh of Great America Financial Services
Pugh’s main point was that partners wishing to sell subscription-based services need to do as much work marketing to their customers as they do building as-a-Service bundles. “They [customers] won’t know unless we tell them,” he said.
That’s because as-a-Service involves cultural and behavioral changes, both for customers and partners’ sales teams. Customers need to shift from buying to subscribing.
And partner-side salespeople need to shift from simply selling boxes to offering multiple options. They also need to understand customers’ new consumption patterns, Pugh said.
The good news is, all that work can lead to a big upside. Among early adopters of subscription plans, Pugh said, over 80% are refreshing to new agreements within 6 months of renewal.
Resources for scale
Sound intriguing? Intel is offering several resources that can help you build an as-a-Service business that’s both profitable and scalable. They include:
> Intel Partner Alliance: Intel’s unified partner program, it offers benefits including partner training, a solutions marketplace and product marketing resources.
> Device as a Service Competency: Intel’s version of DaaS certification, this training course is free for IPA members, and the benefits can be extended to your entire sales team. It comprises 5 required courses and more than a dozen electives.