Five ways to prepare for the NBN

Any conversation about a high-speed network always ends up in the same place: cloud computing.

Cheap and plentiful bandwidth lets companies store their data - and the headaches of looking after it - elsewhere.

Cloud computing models reduce the amount of on-premises equipment needed to run a business. The impact of cloud computing on the reseller business model is obvious - less installation, integration and hardware sales.

The upshot for customers is cheaper access to ICT services, which is a good thing. Resellers need to make sure they stay relevant and in tune with best practice.

Resellers need to start with a broad needs analysis of a customer's ICT requirements, says Bill Lang of Bill Lang International, a channel consultancy. .

Then they need to present options from server- software-integration to a cloud solution, with a comparison of benefits and ROI calculations for each approach.

Lang recommends resellers take the following steps to prepare for the NBN.

1. Review current customer base and the industries they serve.

2. Identify the best cloud applications for those customers.

3. Develop a sales compensation model for sales staff to transition clients to cloud applications.

4. Pick a cloud provider that can provide training and support to your staff.

5. Identify other services or products clients will need to work with cloud computing.

For more on the NBN, read this month's feature in the latest issue of CRN magazine.