Four years ago I started Terrapin Solutions. It was a big idea with lots of promise. But as any young venture, we had our growing pains…had to find our way, had to carve out our niche, had to create our own unique brand. Looking back, we made a lot of mistakes. One of the biggest was expanding our scope before we were ready.
- The expertise – you must truly understand carrier & cloud services…how they’re priced, sold, ordered, supported, etc. Its a very different world than hardware.
- Dedicated resources – expecting your existing hardware sales people to begin selling carrier & cloud services in volume is a failed model. You must have dedicated sales people who wake up every day looking to put food on the table by selling nothing but carrier & carrier services.
- Sufficient Capital – residual revenue can be compelling long term, but it takes a serious runway to get there. Plan on 18+ months to get to a monthly run-rate that is meaningful.