Many cloud service providers that achieve early success with a direct sales model quickly come to realize that if they want to reach their full growth potential, they will need to leverage indirect sales “channels” (VARs, MSPs, IT Solution Providers).
But pivoting to embrace the channel model is more operationally tricky than it first appears. Critical challenges arise because many aspects of the business, including business processes, the customer experience, and revenue cycles are optimized for a direct sales model. Therefore the “agent” model has evolved as the only viable channel option because it allows the indirect channel to get paid for sales, while the service provider achieves revenue growth with a minimal amount of business process or customer experience impact.
Unfortunately, for most VARs, MSPs and other IT Solution Providers, the traditional agent model can be a less than ideal scenario, when:
Luckily, there is an alternative. BluLogix has partnered with AVANT to introduce an innovative offering that addresses these agent challenges head-on. AVANT and BluLogix now support “rebilling” for a network of more than a dozen – and growing – top service providers. In a rebilling scenario, the service providers’ customer experience (provisioning, onboarding, etc.) remains unchanged, but the VAR, MSP, or ITSP maintains customer ownership and is able to bill the customer for services directly.
Your Subscription Management and Billing System, Your Way Today, BluLogix announced the general availability of our BluIQ Cloud Development Toolkit (the BluIQ CDT), a