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In selling edge computing solutions, IT solution providers should take into account the whole picture – hardware, software and services. Unlike data centers, where it’s common to deploy different components separately, edges computing sites typically require single-rack systems that can include compute, analytics, storage, and power and cooling.
For managed services providers (MSPs), selling full solutions packaged with remote services at the edge is a natural extension of what they already do. For a more traditional IT solution provider focused on hardware or software sales, edge computing opens a path into recurring revenue services.
Remote management is essential to successful edge computing deployments. As edge networks grow into hundreds or thousands of locations, even the largest enterprises are not likely to have technical people to staff them all. Instead, many will look to MSPs to provide remote monitoring and management.
Develop an edge computing strategy
Keeping in mind the remote requirements of an edge deployment, IT solution providers who now focus on hardware should start thinking about how software and services can complement their offerings if they are to seize edge opportunities. Often a percentage of their business consists of selling power and cooling equipment for server rooms, IT closets, and data centers.
If they want to boost that business by targeting the edge, delivering the hardware alone is not a sufficient differentiator. Customers will want complete solutions delivered in a single rack that can be monitored remotely. This opens a big opportunity to launch a Managed Power Services practice.
Managed Power Services handle two primary functions:
- Remote monitoring and management of the physical power infrastructure
- Using data collection and analytics to improve the reliability, availability, and cost-effectiveness of those assets
For an MSP looking to add an offering or a solution provider seeking a path into recurring-revenue services, Managed Power Services is a timely opportunity.
The edge computing market is on a fast growth track. According to IDC, edge spending is increasing at 12.5% annually and will pass the $250 billion mark in 2024. “Edge products and services are powering the next wave of digital transformation,” said Dave McCarthy, research director, edge strategies, at IDC.
Managed power services benefits
Managed Power Services enable IT solution providers to:
- Sell packaged software, hardware, and services
- Capture recurring revenue
- Extend service reach beyond their immediate geography
- Solidify the trusted advisor role by adding value, increasing customer retention
- Reduce operational costs with remote troubleshooting and reduced truck rolls
These benefits enable IT solution providers to grow their business and meet an expanding market need.
Ready to get started with managed power services?
IT solution providers who want to add Managed Power Services should partner with a vendor that can expedite and support their entry into this market. Schneider Electric, for example, provides a comprehensive path into the Managed Power Services space with a full complement of hardware, software and remote services.
Managed Power Services are a “here and now” solution for providers looking to grab a slice of the fast-growing edge computing market. Discover more by accessing this eguide, “The Essential Guide to Growing your Business with Managed Power Services.”
