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January 30, 2018

Creating and driving a Cloud and IoT digital business entails building a solid subscription-based monthly recurring revenue friendly business model, while running and growing your legacy business.  It’s not an either or situation, you must do both…

This requires pig-hea...

January 16, 2018

Too many IT Channel Partners find themselves on the tracks!  The biggest reason is that getting on the train requires a serious commitment of time, energy and resources to begin the journey to the subscription-based economy. 

Oh yeah, this is the first time we’ve r...

January 5, 2018

Now let me start by saying that revenue, profit and cash flow are the ultimate measurements that validate how you are truly doing as a business – the ultimate scorecard, if you will.  In this brief I want to highlight and explore some supporting metrics that tend to ge...

January 4, 2018

The right sales plan plays a vital role in achieving sustainable and growing revenue for any business. As an organization transitions to a recurring revenue approach, the right sales compensation program becomes even more crucial.

The information and views outlined here...

January 4, 2018

It is traumatic to lose what once was…  Whether that be a loved one, a cherished pet or that great pair of blue jeans – it’s an undesired change and in some cases truly life changing.  Many VAR’, IT Solution Providers (ITSP’) and Managed Service Providers (MSP’) are gr...

January 4, 2018

It’s a Twelve (12) Month Journey to become a solid Cloud Service Provider…

With Pubic Cloud spend accelerating to $216B by 2020 and the urgency level rising for value added resellers (VAR’), IT Solution Providers (ITSP’) and managed service providers (MSP’) to truly add...

January 4, 2018

A Prescription for a Good Night’s Sleep

Whether you are a Channel Sales Leader or on the Leadership Team of a VAR, ITSP or MSP-like business the prescriptive approach briefly outlined below is both relevant and practical.  Many of the remedies will go over like a fart i...

January 4, 2018

Finding the perfect Channel Cloud Partner

Oh they do exist, but they are hard to find and even when you do find them you’re immediately struck by the fact that there are not enough of them to make an impact and deliver your, now all too real, monthly recurring and cloud...

January 4, 2018

Seldom is a Business worth what we think

It’s the hard truth that most leaders of value added resellers (VAR’s), IT Solution Providers (ITSP’s) and Managed Service Providers (MSP’) fail to acknowledge and then ultimately underestimate the disruption being caused by cust...

January 4, 2018

The obstacles value added resellers, IT solution providers and managed service providers face

Many of the old profit pools are shrinking and you are under immense pressure to sustain your blended gross margin objectives if you’re leading a channel company.  Over the yea...

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