The IT reseller community, consisting of Value Added Resellers, Managed Services Providers community, System Integrators and Distributors, has been a key channel for technology companies for the past two decades. The typical role for a VAR was to provide coverage for appliance-based software in places where the providers could not reach.
The present major shift threatening the future existence of this community is the move from on-premise to cloud-based software (SaaS). Since the onset of the cloud technology, companies in the IT reselling landscape have been rethinking what services they can offer and how they can keep on generating revenue.
Know your customers
For companies operating in the IT reselling business, knowing their clients is the key to creating a satisfactory product offering. The next obvious step is to embrace services which would bring the right ROI as a long-term move. By understanding their customers’ concerns and behaviors, IT resellers are far more likely to be able to serve up services relevant to their needs and interests.
Consider reselling email security
Email security is a necessity for a business to run securely and efficiently and a great opportunity to open up a new profit stream for a reseller. Spam and email malware are still recognized as some of the biggest online threats, whereas unsolicited emails still make up for the crushing majority of all email traffic, challenging everybody’s network security, as well as productivity.
Deliver greater value with high margins
By correctly positioning themselves and presenting the email security opportunity, resellers can make the sale a win/win for themselves and their customers.
Cutting edge email security can be purchased at extremely competitive prices with very high margin potential from professional suppliers in the industry such as SpamExperts. We suggest buying domain based licenses which in return offer two reselling pricing alternatives with excellent profit: per mailbox pricing or per domain pricing.
Implementing email security software is an easy task for an IT reseller. They can host the software on their own servers or go for a cloud deployment. Either way, they will reduce end users’ costs by replacing (old) hardware with SaaS based solutions.
Private-labeled email security software gives IT resellers the opportunity to rebrand the services and sell them as their own. By adding their brand to the service, resellers may achieve two key things: showing the end user their belief in the power of the service and secondly, reinforce their brand name, leading to upsales of additional products.
Conquer the market with volume reselling
In order to achieve strong results with email security, it is essential that the IT reseller invests the time and effort required to understand, sell and deliver the service.
The email security market is divided between parties that include professional email security in the product offering and parties that resell email security as a stand-alone service.
The first group’s strategy is to maximize client satisfaction, client retention (minimize churn), and increase value proposition of the (general) email product offering. The second group’s strategy is to build an additional specific line of revenue.
Resellers should adapt their go-to-market strategy, depending on their location, overall company strategy, and client base.
Once they have started to resell email security, VARs can gain added value by volume in their geographic area.
Marketing for enhanced market reach
Historically IT resellers have done a poor job of marketing themselves, often seeing marketing as a nuisance. Email security providers such as SpamExperts are offering direct marketing support, consisting not only of best reselling practices and business case scenarios for a great start, but are also offering direct leads.
Be sure to offer your end-clients a groundbreaking email security option! You can check the SpamExperts offer here! We equip you with all the sales, marketing and technical training you need to successfully sell and deliver our solutions.
What are the most wanted services requested by your end-clients? Share your experience in the comments section below!