… everyone by recognizing many businesses won’t fit in a one-size-fits-all model. We take the time to help our partners build their cloud business and the intricacies of migration to cloud-based solutions. Networking, security and DR scenarios are all things many MSPs and VARs need help with doing. We help them with that — that is our special sauce.
CP: How do you think your technology portfolio will change in the next three years?
CH: Desktops as a service will proliferate. The pundits have been talking about it for years, but it is really starting to move. Security offerings will become much more robust. We will offer enterprise-grade security offerings at a price point consumable by SMBs. DR software will continue to improve and pricing will get more aggressive.
CP: How do you expect your channel strategy to evolve over that time frame?
CH: It will evolve because the market will begin to mature, but our strategy of selling 100-percent through the channel will not change. Today we have 535 partners who each have somewhere between 25 and 100 customers. We have only migrated a small fraction of their end users to our cloud. In three years, I expect to have 1,000+ partners with a substantial percentage of their customers using our service. We are still in the first inning of a nine-inning game.
CP: What didn’t we ask that partners should know?
CH: If you have not started moving your customers’ server infrastructure to the cloud, you are behind. If you can move your infrastructure to the cloud and build a monthly recurring model with 25-75 percent gross margins, your business will be much more valuable than it is today. Everything we do is to help our partners be successful in the cloud. From custom technology solutions and professional technical services, to sales and marketing support, to targeted vertical-market solutions, we’re channel-only, and we are here for you.