#Distributor

George Mellor - KloudReadiness, LLC

Jan 30, 2018
2 min

The Pig is Committed… R U?

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-headed determination and commitment. Every time the word commitment is mentioned within ear shot, I always think of one of my favorite fables. The Tale The business parable of “The Chicken and the Pig” is all abo

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George Mellor - KloudReadiness, LLC

Jan 16, 2018
4 min

Are you on the train or on the tracks?

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 required a major business model change in this industry in my lifetime and I’ve been around this business for over three (3) decades. In short change is hard, and nobody ever wants to change without a serious catalyst

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George Mellor - KloudReadiness, LLC

Jan 5, 2018
6 min

The Great Cloud Land Grab has begun!

It’s not quite as dramatic or as clearly evident as the Great Land Rush of 1893, however the Great Cloud Land Grab is well underway. What you ask is The Great Cloud Land Grab – I define it as the great rush that’s underway to capture the hearts and minds of VAR’ and IT Solution Providers (ITSP) by the legacy vendors and distributors who rely heavily on their channel partners to produce an inordinate amount of their sales. The funny thing is that not many of the participants

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George Mellor - KloudReadiness, LLC

Jan 5, 2018
3 min

Your Sales Model needs to progress…

It’s true – you’ll need to alter your sales model to make a dent in the recurring revenue and cloud services space to exploit the enormous opportunity unfolding in front of us. Unfortunately, many organizations have experienced many fits and starts as they wade towards the right model. In the words of the late great Yogi Berra, it’s déjà vu all over again! Think of how many times we try and then re-try the same old approach, from the same old playbook. Tell me this does no

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George Mellor - KloudReadiness, LLC

Jan 5, 2018
5 min

Your Sales Plan won’t Work…

In a recurring revenue world… There are two (2) reasons I feel comfortable making that statement. Reason #1 – you’ve most likely taken your tried and true transactional based sales plan, dusted it off and perhaps altered it slightly - that’s a Bozo No-No (look up the video, hilarious)… Reason #2 is the plan no matter how good the mechanics and intentions are, it will not incent your sales professionals to alter their modus operandi. Think about it - would you give up the

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Recurring Revenue and the Metrics that Matter…

George Mellor - KloudReadiness, LLC

Jan 5, 2018
4 min

Recurring Revenue and the Metrics that Matter…

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 get either overlooked or are not part of an organizations day-to-day dialog. Business Valuation and Worth Now if you’re not considering building out your monthly recurring revenue (MRR) capabilities to enhance you

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George Mellor - KloudReadiness, LLC

Jan 4, 2018
2 min

Crafting a Recurring Revenue Sales Plan

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 are the result of two years of analyzing hundreds of sales plans, identifying the underlying issues that, if avoided, can lead to a functional recurring services sales plan that works. Implementing a recurring

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The Cloud - The Five Stages of VAR Grief

George Mellor - KloudReadiness, LLC

Jan 4, 2018
4 min

The Cloud - The Five Stages of VAR Grief

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 grappling with how to deal with the grief associated with having to cope with a dying business model. It seemed like the endless streams of capital expenditures (CAPEX) would never end. It’s hard to believe that

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George Mellor - KloudReadiness, LLC

Jan 4, 2018
5 min

Public Cloud to become a $216B Business

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 sustainable monthly recurring revenue (MRR) to their overall business mix. It’s critical to make the move to address the market shift that’s well underway and heading up and to the right. But in order to expl

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George Mellor - KloudReadiness, LLC

Jan 4, 2018
4 min

The Mystical Cloud Unicorn - Part 2

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 in church because change does not taste good, however, I bet Digital Equipment, Blockbuster Video and Kodak would have taken large gulps of the transformation “castor oil” had they realized that their world was

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George Mellor - KloudReadiness, LLC

Jan 4, 2018
3 min

The Mystical Cloud Unicorn – Part 1

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 numbers,,, Channel Sales Leader Night Sweats Your mind wanders as you drive to your next appointment or perhaps its late night and you’re in the midst of a dream - either way you’ve seen the vision – the perfe

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George Mellor - KloudReadiness, LLC

Jan 4, 2018
3 min

DISRUPTION AND BUSINESS VALUATION

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 customers increasing preference to consume all things IT on a monthly basis, whether that be traditional managed services, digital transformational services (IoT) and the cloud. For the remainder of this piece I’l

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George Mellor - KloudReadiness, LLC

Jan 4, 2018
5 min

The Gross Profit Challenge

The obstacles value-added resellers, IT solution providers and managed service providers face is margin compression and a shift to subscription-based cloud computing models. 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 years, you’ve become very adept at holding your operating expenses (OPEX) in check and you’ve probably squeezed the buffalo to the po

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George Mellor, KloudReadiness, LLC

Jan 4, 2018
4 min

A CHRISTMAS CAROL

for VAR’, IT Solution Providers and Managed Service Providers On a frigid and foggy Christmas Eve, a shrewd, hardworking, good-spirited businessperson named Vincent Andrew Reseller, his friends used to call him VAR, works meticulously in his counting-house. Outside the office creaks a little sign reading "Legacy ITSP & MSP" - Jacob Marley, Reseller's business partner, has died seven years previous. Inside the office, Reseller watches over his CFO, a poor diminutive man named

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Give Birth to a viable subscription-based Cloud Services business!

George Mellor - KloudReadiness, LLC

Jan 4, 2018
4 min

Give Birth to a viable subscription-based Cloud Services business!

You’ve made it through another tough year – the subscription-based economy only put a small dent in your core business. You feel the pressure mounting and just like the farmers of the agricultural era – you need more children to plant, nourish and harvest the new crops necessary for survival. Baby New Year 2018 is that new subscription-based baby that you need to add to the family. The birth of a new business within the business will ensure you’ll be able to thrive and pros

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