intY Business Development Director Mark Herbert writes for CRN 
"Cloud Sales and Partnering - Mark Herbert goes over the processes for selling cloud"
24th April 2012
Mark Herbert, intY Business Development Director, has written for CRN 's online publication www.channelweb.co.uk about the processes for selling cloud services. You can read the full article below:
"There is little doubt that on-site contracts are beginning to dry up as customers seek the financial and technical flexibility of "everything-as-a-service". However, the transformation from traditional on-site reseller to annuity-based business can be a daunting or even bankrupting prospect.
Resellers should start the metamorphosis sooner rather than later. This will buy time to identify big changes and granular consequences, apply due diligence, and migrate – rather than forklift – the business. Partnering may be key, especially for smaller resellers.
Repeat revenues offer the assurance of regular income and a chance to build long-term, loyal customers. But consider the impact to financial arrangements, staff incentives and pay, customer billing processes and credit agreements with suppliers.
The key is to develop new services-based customers over time. Seek new opportunities, one customer at a time, rather than upgrading the entire customer base all at once. Then lessons can be applied in situ and the processes improved.
The learning curve for salespeople pitching cloud services to business decision makers can be steep and perhaps demoralising. If their success is measured by hit rates and commission, they will be more inclined to focus on tried and tested opportunities.
Engage the sales team early. Instill confidence in the opportunity, and reassure them about the commission structures. Service providers and vendors will incorporate training as part of the partner package.
Sales are the front line. Make sure they are backed up by the website, data sheets, brochures, and in proposals. Demonstrating knowledge, awareness and consistency goes a long way to establishing trust.
Partners that can also provide hands-on consultancy and technical support will come into their own during tenders, contract negotiations, fulfilment and support services. Choose partners that are happy to wear your brand too; perception is reality, right?"
intY is a Finalist at the IT Europa European IT Excellence 
Awards 2012
23rd April 2012
intY is a finalist in the 'Service Provider of the Year' category at this year's IT Europa European Excellence Awards which are being held at London's famous Park Lane.
The IT Europa European Excellence Awards recognise best practices in customer solutions by IT and software channels across Europe.
These are the only pan-European awards that recognise real world solutions as well as channel partnerships.
The European IT Excellence Awards are for Solution VARs and Systems Integrators recognising those who provided excellent solutions for their clients - from SMEs to major enterprises.
Microscope - 5 Minute Interview - intY Managing Director
Chris Baldock 
3rd April 2012
Chris Baldock features in Microscope's '5 Minute Interview' feature. Focusing more on Chris' business decisions and how he ended up where he is today, the interview also includes some lighter questions like:
"Who would you least like to be stuck in a lift with, and why?
An IT salesman - we'd bore each other to death"
You can read the full interview here.
CRN - Reader's Lives - intY Managing Director Chris Baldock
answers the questions
3rd April 2012
Chris Baldock is in the firing line in CRN's latest 'Reader's Lives' section. The article is a light hearted interview and contains answers to those all important questions like:
"Oranges or bananas? Bananas. Becuase i like them..."
You can read the full interview here.
intY Launches Cloud Marketplace for the Channel
27th March 2012
Channel PRO has reported on the launch of intY CASCADE and Symantec.cloud's addition to the service. Also included in this article are extended quotes from Mark Herbert, intY's Business Development Director.
"intY has also enlisted Symantec to offer its MessageLabs service alongside a portfolio that includes Microsoft Exchange and intY’s own re-branded security and communication services. Cascade says it stands out from the cloud noise in that ISP and MSP customers can participate in a marketplace where they can both buy from and sell to rival ISPs and MSPs."
You can read more from Mark and the full article here.
intY announces global launch for cloud platform CASCADE
27th March 2012
ChannelBiz are one of the online publications that intY has decided to discuss the launch of CASCADE with. Catch their article here
"Speaking to ChannelBiz ahead of its launch, intY CEO Chris Baldock described it as a “true ecosystem where application vendors and partners are able to buy and sell from each other, either the applications or products.“
intY Unveils Cloud Buying Group
27th March 2012
CRN have spoken with intY Managing Director Chris Baldock about intY CASCADE and it's US launch at the Microsoft Hosting Summit 2012.
"Chris Baldock, chief executive at intY, argued the cloud market is not panning out the way the big application vendors wanted it to.
He told ChannelWeb: "They visualised it would be a direct model, primarily SMB-focused and primarily a single application delivery. Four or five years ago they believed they could set up a website and that everyone would sign up and they would be rich, but it did not transpire that way."
You can read more from Chris and the full article here.
Cloud in 2012: Don't be Down and Outage. 
Mark Herbert blogs
for Sourcing Focus
16th February 2012
Sourcing Focus have released the first in a series of blog posts by intY Development Director, Mark Herbert. In his first blog post, Mark covers the troubles in cloud computing in 2011 and the silver lining of these problems for 2012.
"While 2011 saw cloud come of age with increased business adoption, for many, it was characterised by a series of high profile outages, BlackBerry, Microsoft and Amazon all fell – the collective grumblings of customers becoming headlines the world over.
Despite this public reckoning, industry analysts like Gartner and IDC continue to see a bright future for cloud. And so they should."
You can read more from Mark and the full article here.
intY identified as an ideal vendor for Webroot's customers
17th January 2012
Following weeks of speculation, Webroot finally emailed partners yesterday to confirm it will be exiting the email security market, adding that it will no longer accept new business or renewals for the service.
Infosec Technologies, which claims to be one of Webroot's top UK partners with about 400 customers, immediately announced the launch of a free and impartial helpline open to both Webroot customers and other partners. The helpline will give advice not only on alternative vendors but also on how and when to migrate users' protection.
Following a review of the email and web security-as-a-service market, Infosec has identified IntY as an ideal vendor for Webroot's customers.
To read the entire CRN article, visit: Webroot partner launches migration helpline
intY revamps Office 365 programme in partner push
16th January 2012
2012 sees intY reinvigorating our Microsoft Office 365 Partner Programme with a host of incentives designed to enable resellers to take full advantage of the demand for cloud services in 2012.
The programme includes three key incentive schemes to smooth the financial and technical challenges inherent in the migration to cloud services for resellers and their customers. Based on the size of the market opportunity for intY services bundled with Office 365, intY is seeking to recruit 400 new partners to the programme this year.
Incentives introduced to the intY partner programme include:
Mark Herbert, founder and business development director, at intY, comments, “Office 365, combined with intY’s services and expertise and the operational benefits and commercial savings that come from the cloud, has the potential to enable resellers to really punch above their weight. They can be small companies, even agents, selling high-end solutions to large organisations – which is a real earner.”
To read the full CRN article visit: intY revamps Office 365 programme in partner push.
Or read the press release in full at: Channel EMEA.
Cloud provider intY targets 400 additional resellers
16th January 2012
New incentives have been launched by intY as part of an initiative to encourage more resellers into the cloud market.
The cloud and SaaS specialist has enhanced its Microsoft Office 365 partner programme to include three new incentive schemes that, says the firm, smooths the financial and technical challenges associated with the migration to cloud services.
The scheme includes a new pricing plan, cash back promotion and subsidised Office 365 software up to 250 seats for resellers' internal use.
Based on the size of the market opportunity for intY services bundled with Office 365, intY is seeking to recruit 400 new partners to the programme this year.
Mark Herbert, founder and Business Development Director, said: "Office 365, combined with intY's services and expertise and the operational benefits and commercial savings that come from the cloud, has the potential to enable resellers to punch above their weight.
"They can be small companies, even agents, selling high end solutions to large organisations, which is a real earner."
To be successful, reckons Herbert, resellers must transform their business to support cloud, and in turn, be able to support their customers' cloud migration without disruption.
"We've created a channel programme that provides the infrastructure and tools to do this," added Herbert.
"Our programme takes a no-risk approach where higher margins, a Not for Resale incentive and a cash back scheme make it a win-win situation for partners to come on board and take advantage of the margins and sales opportunity inherent in cloud."
intY has notched up significant growth in its Office 365 and cloud services over the past six months. "Our aggressive channel recruitment targets reflect the continued growth in high margin sales opportunities we see in the market," added Herbert.
Visit Comms Dealer to read the artcle.
© 2012 intY Ltd
United Kingdom (UK)