technologyreseller.co.uk 15 One area of success within our Cloud Services portfolio has been the uptake of Acronis platform services by our Partners through our distribution arrangement. Our sister organisations are also leveraging other platforms in the field. We’ve decided to simplify our go to market strategy by adding another offering – Cloud-based Cybersecurity Platform Subscriptions. We believe that these services, some of which our ISP partners have used to great effect, can help you reduce churn, raise margins and increase your value proposition with both new and existing customers. Additionally, onboarding is straightforward and cost‑effective – giving your sales team more interesting talking points than tariffs, or competitors who offer Ethernet for £20 less per month! Designed specifically for fixed and mobile telecommunications businesses, these platforms are built for scale and provide a competitive edge for businesses just like ours. To learn more about our Cloud-based Cybersecurity Platform offerings, please click or scan the QR code or speak to your account manager at PXC. www.pxc.co.uk to tens of thousands of users, and require very little support. Plus, if you have API smarts, they are super light to deploy. Where Should You Start? Wide addressable market is usually a good place. Most end customers have an awareness of the dangers of cybersecurity crime. On any given day, most newsfeeds selected at random will have at least a story or two each week relating to identify theft, online confidence tricksters, fraudulent copycat websites, data breaches and so on. Moreover, most of us can put a personal anecdote together in fairly short order concerning the inconvenience of lost or stolen devices, and the relief provided by previously backed-up data. Drawing On Our Expertise At PXC, we bring together a substantial 173 total man-years of experience from the TalkTalk Security Operations Centre and Virtual1’s award-winning Cloud proposition. Over the past year, we’ve spent a great deal of time combing through the vast supplier ecosystems we have access to as a £1.2B business with over 1,000 employees. It’s a challenge facing every business, but specifically pertinent for single-service focused wholesale communications businesses, either fixed or mobile – You have a significant base of customers that’s valued less and less each year due to price erosion. This base is under pressure from churn as your competitors diversify their services portfolios and offer better value. The race is on to diversify and enrich your portfolio to reduce churn and attract new customers – and you need to change, but how? The Challenge of Adding Services For MSP PBX vendors, maintainers or VARs, adding additional services is often straightforward. They already own the customer relationship, and as a result they have a greater understanding of the customer environment with support capabilities in place. In many cases, such as adding voice services into a PBX you already maintain – it’s also a no brainer. In contrast, for an IT support business, the phone system is just another application they can manage. But with many applications becoming cloud native, where’s the IT to manage? For a lines and wires, or airtime business, it’s a different story. You may not own the customer, nor have insight into their application stacks, you may not therefore be best placed to offer pre-sales guidance or excellent in-life support, even if you do have the operational capacity to do so. The Opportunity: Cloud-Based Cybersecurity Platforms Part of the solution, we believe, lies in the resale of cloud-based cybersecurity platform products – particularly those that solve problems that may be a concern for a wide range of customers. Platform‑based applications, that end customers can easily self-serve by downloading from app stores, offer a key opportunity. These applications typically serve use cases that could apply The Digital Services Battleground – who moved your cheese? ADVERTORIAL
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