...continued 01732 759725 38 it with a consumption model. It means changing everything they’ve done. So that process needs to be smooth and simple, and worth it. Equally, aaS won’t be right for every business.” How big a part will resellers play in XaaS adoption? JT: “Resellers will be critical in helping to create these XaaS options and taking them to end customers. But the platforms that let resellers sell and manage services will be a deciding factor in the success of XaaS – and that platform won’t be an Excel spreadsheet! Platforms for aaS need to be easy and transparent. Like how some platforms show you how much you’ve saved. The platforms we use in our personal lives set a level of expectation for our business transactions.” “We also understand that we need to support those resellers who want to shift to selling more aaS, because they’re no longer going to be doing deals worth £250,000 and getting a percentage. The value of an aaS deal comes over time. And if resellers don’t know how to make that transition and maximise their return, they won’t feel encouraged to go down the aaS path.” Where do you see quick wins for XaaS? JT: “For end users where having the latest technology really makes a big difference, XaaS can be very attractive. Wrap a solution around the technology which makes it affordable over a period of time and scalable, and provide a continuous service that gives them the ability to always have the latest technology, and XaaS works really well for that business.” Is Ingram Micro in a position to help resellers offer these services? JT: “Yes, we’re already doing this. Many of the larger VARs have already created ways to provide aaS solutions and use Ingram Micro to supplement their offering. But for smaller VARs, we have ways to support them to offer XaaS. There’s no need for them to spend their own money creating services. They can just piggyback everything we already do and reap the benefits as we build new technology practices. One of the UK’s biggest VARs adopted this offering early which contributed to their massive success.” What does this look like in real life? JT: “To give you an example of going beyond transactional and adding a service element to the solution, let’s talk about a project involving Dublin’s flood defences. To mitigate flooding in heavy rain, they would send out trench diggers to divert the water. The city council wanted to react faster to flooding. So, the partner set them up with sensors to detect rising water levels. But they didn’t stop there. Using big data, they looked at historical flooding patterns, enabling the council to predict problem areas and take preventative measures.” “XaaS opens up so many opportunities like this to add value, create revenue streams and build lasting relationships.” In conclusion What comes across from Gary, Ovi and Julian is that there is great energy around XaaS. Servitization is only going to grow. Yes, business models have to change, but there are paths to follow to achieve this. At Ingram Micro, we’re determined to support our resellers in expanding beyond transactional relationships with their end customers to become technology partners. It’s a good time to capitalise on the momentum of XaaS and start your evolution. Here at Ingram Micro, we have teams of specialists who are ready, willing and more than able to help you harness the potential of XaaS to enhance your own business. So, if you’d like to find out how, simply get in touch – https://uk.ingrammicro.eu/contact One of the UK's leading corporate finance boutiques, Evolution Capital, are delighted to announce the completion of ten deals over the past 18 months. During a time of unprecedented market uncertainty and UK economic instability, the team at Evolution Capital have continued to work closely with buyers and sellers to secure transactions and ensure smooth, stress-free solutions for both parties. But we don't rest on our laurels; we're maintaining our strong work rate as the world comes out of the pandemic and would love to talk you through how our extensive market knowledge could benefit you as you consider an exit. Get in touch now to book your free phone consultation with one of our senior transaction advisors. It could be the most lucrative call you've made all year. LEADS THE FIELD 10 DEALS COMPLETEDSINCETHE CORONAVIRUS OUTBREAK Evolution Capital - maximising business value in the post pandemic world T: 020 3696 2810 E: [email protected] W: www.evolutioncapital.com London office: 48 Dover Street, London, W1S4FF Chichester office: The Granary, Oak Lane, Chichester, PO207FD BUSINESS BRIEFING
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