One of the greatest advances in sales is the concept of subscription selling. While this was huge for publications, only recently has it been applied to other markets. From snacks to toiletries and beyond, the notion of getting a customer to pay monthly for a recurring shipment of goods is catching on, effectively allowing businesses to sell to their customers forever. In the channel, meanwhile, subscription sales allow technology-related firms to do the exact same thing.
Channel partner sales that include recurring revenue strategies offer distinct advantages over normal selling.
Added credibility. By being the one a company turns to for technological advice, you put yourself in a prime position to offer new solutions to address current problems, often available on a subscription basis. As Sean Tario, VP of MicroCorp Cloud Elements division, put it, partners often don’t know what options are out there, or they can’t sort their way through the acronyms involved. A partner who can, therefore, becomes prized. And a prized partner has a leeway he or she likely didn’t have before, especially when it comes to recommending new technology options.
Head off obsolescence. These days, technology is “auto-catalytic.” That means it provides the fuel necessary to evolve into its next state. It provides its own catalyst for growth and change. So effectively, by the time you learn enough about one technology to sell it, the learning is already moot; the technology has changed. Stay in-the-know about evolving technologies through your partner ecosystem and advance your sales.
Monetize your own services. Subscription sales with sticky customers mean sales that happen over and over again. There’s no need for prospecting or the like; the sales largely just happen thanks to the customer’s dependence on the partner, and the partner’s ability to keep up with customer demand. By monetizing your own services, you continue to create more opportunity for yourself.
Expanded revenue potential. Recurring sales are great, but now, you’ve got new opportunities to make sales that weren’t there before. Your partner ecosystem can help you learn about new technologies, migrate from old ones, and develop the knowledge to go back to old clients and see if there are gaps that can be filled in.
When You Need Help Setting Up Recurring Revenue Opportunities
Setting up channel partner sales that are recurring requires you to have the right mix of things to offer. If you don’t already have these in your stable, or you’re looking for some added diversity in the lineup, drop us a line at MicroCorp. We help partners sell a wide range of technologies, covering unified communications and software-defined wide-area networking (SD-WAN) among others that help you offer up the perfect package for recurring sales.