How The Channel Can Sell More Cloud Software To SMBs

Bundled Software Can Help

Bundling connectivity and multiple cloud services is apparently a good way to impress SMB customers.

"They want to be able to get it all in one fell swoop, rather than going to five, 10 software vendors to get email, productivity, accounting, and other software," AppDirect CEO Daniel Saks told ITBestOfBreed.

Two-thirds of respondents, looking to save time and money, also would prefer to consolidate their purchasing of telecom, Internet and cloud services from one vendor, according to the study.

"A big part of solving the 'too much SaaS' problem is to offer bundles that make sense for the businesses you're serving. It's about finding the right set of solutions for the customer and narrowing down on the scope of their needs," said Aric Bandy, president of Agosto.