Accedian, a leader in performance analytics, cybersecurity threat detection, and end-user experience solutions, announced a significant upgrade to its Skylight 4X Partner Program. The upgrades are focused on new service introduction and consultative engagements for managed service (MSPs) and managed security service providers (MSSPs) to drive service adoption, stronger brand awareness, and expanded revenue opportunities.
Today, most partner programs for IT service providers and MSPs/MSSPs are focused on benefits that are tied to the sales of solutions, such as discounts, training credits and leads; however, they do not provide support around what many MSP/MSSPs are lacking. These include expertise in identifying new markets, the solutions to take to them, and assistance with the new service introduction process. New service introduction is the single most challenging area for MSPs and MSSPs offering a sell-through solution.
Accedian’s new Skylight 4X consulting methodology is aimed at increasing the quantity of opportunities and win rates by enabling MSP/MSSP partners to develop and expand new lines of business with value-based offerings that drive subscription revenues and deepen customer relationships. The consulting methodology is organized into several key areas:
Service identification and strategy – including market and vertical consulting, solution development, competitive analysis, and KPI tracking consultation
Service creation – including identification and creation of operational integration requirements, pricing and packaging commercial consulting, and SLA creation consulting
Service enablement – including operational assessment and implementation guidance and sales and operations training
Service execution – with go-to-market consulting.
“In a competitive market and with a competitive solution, it is the `extras’ that drive more adoption and a stronger brand,” said Sergio Bea, Vice President of Global Enterprise and Channels at Accedian. “With the updated Skylight 4X Program, we are helping our partners move beyond the technology sale to create new services that drive real value to their clients and differentiate themselves.”
