How does cross-sell strengthen long-term partnerships?

When it comes to generating value for customers and strengthening lasting relationships, the first idea that arises is the delivery of robust and reliable solutions.However, there is one element often underestimated: the strategy of cross-sell, or cross-selling.This is about offering additional products, as well as creating service layers that amplify results, increase efficiency and make the partnership strategic for the customer's business.

For partners working with cloud infrastructure, selling technology is just the first step.Successful migration projects require ongoing planning, management and monitoring, as well as reliable infrastructure assessment many companies face high costs, poor performance or even returns to the environment on-premises, Committers to the success of the operation.

an assessment adequate allows you to understand the current architecture, identify optimization opportunities and ensure that migration is efficient, paving the way for the provision of additional services.

After the migration, a universe of possibilities arises.The partner can offer managed services, assuming from the maintenance of the operating system to more advanced layers, such as security, backup and database as a service. These offers guarantee recurring revenue and consolidate the partner's image as a strategic consultant of the customer, and not just a supplier.

Examples of services that can be implemented include backup as a service, in different regions or federated clouds; database as a service, using software approved and integrated into the company platform; and container and microservices management, taking advantage of the infrastructure already available.

These solutions go beyond selling infrastructure and become high value-added services, helping the customer maintain business continuity and explore innovations faster.

The success of cross-sell it also depends on the partner's ability to educate the customer on the correct use of cloud-native functions.When the customer understands the resources and their applications, the perception of value increases and the cloud is no longer seen as commodity. This is where the advisory function of the partner comes in: showing the available resources, explaining the operational gains and creating solutions that really add value to the customer's business cross-sell it is not about pushing products, but about delivering solutions that make sense to the customer and sustain a long-term relationship.

Osmar Leon is CSM of Zadara, a global company specializing in infrastructure as a service (IaaS) solutions, focusing on hybrid, multicloud and sovereign cloud environments zadara@nbpress.co.uk