Ingram Micro partners and resellers have come together to learn the secrets of making Cloud profitable with Microsoft products.
During the two-day event, Perspicuity chief executive, Ben Gower, shared his Office365 success story, which took his company from 14 customers to more than 2000 in just a few years.
The event also featured insights from Sandler Training on how to build a sales force of highly productive staff, how to compensate them and how to price services.
Gower told ARN there was positive feedback from all areas of the channel.
"All aspects of the channel were represented, from the very small IT services companies to the bigger national and multinational companies," he said.
"They were learning about how we have gone to market and gone for the really high growth, high customer acquisition around Office 365.
"We talked in detail about the business model and what it takes to make those businesses successful."
Gower explained in detail the proof of how you build a profitable Cloud practice.
"Our model really is around hiring the right type of staff and putting in the right type of training," he said. "We looked at the changing roles of distribution and where it adds value into the supply chain.
But the big takeaway was changing the way you address the market and the services you deliver in the Cloud, and aligning that with what customers want from a Cloud deployment, with the type of staff able to deliver.
Gower said Sandler Training, a sales and management methodology, played a pivotal role in Perspicuity's success.
"We could never have achieved the growth we had without Sandler Training."
Ingram Micro , senior regional manager ANZ – Cloud, Daniel Dainton, said the company was excited to partner with Microsoft and have Ben Gower in Australia to help partners, by giving guidance and education on how to optimise and create a successful and profitable Cloud business.
"The event has been well received, and those who attended have enjoyed the engagement and insight provided by Ben and the Ingram Micro Cloud team," she said.