InfraBeat Drives 100x Business Growth and Increases Customer Retention with AWS Solution Provider Program
AWS Partner InfraBeat Technologies needed to give its customers cost optimization in addition to billing capabilities. To address the challenge, InfraBeat qualified for the AWS Solution Provider Program and is reselling AWS services to customers as part of its cloud management platform. The company is using the AWS Solution Provider Program to consolidate billing for customers, increase customer retention, enable business growth, and expand into new markets.
Partner Success Story – Infrabeat
InfraBeat Technologies is an India-based SAP Gold partner selling cloud services that help enterprises build, run, and manage their technology platforms more effectively. InfraBeat has been an Amazon Web Services (AWS) Partner since 2017, and it assists customers in implementing the latest AWS services by taking advantage of the AWS partnership. The organization is also an AWS SAP Competency Partner, using its SAP expertise and best practices to streamline SAP migrations to AWS.
As InfraBeat grew, it learned that many of its customers wanted cost optimization capabilities on top of the usual billing processes. “Cost optimization is one of our business pillars, along with governance, security, and automation,” says Nitesh Agrawal, Director at InfraBeat Technologies. “We wanted to enable optimization to increase customer retention.” InfraBeat also sought to differentiate its business to continue growing. “We started in India and we now have customers in eight countries,” Agrawal says.
Using the AWS Solution Provider Program to Create a New Solution
InfraBeat addressed its business requirements by qualifying for and joining the AWS Solution Provider Program (SPP), which enables AWS Partners to resell AWS services to customers as part of their service offerings. As an AWS SPP Partner, InfraBeat can manage, service, support, and bill AWS accounts for its customers. “When AWS announced the SPP program, we knew it would give us a platform to go beyond reselling and grow our AWS business,” Agrawal says.
After becoming an AWS Solution Provider, InfraBeat created its cloud management platform, an intelligent cloud solution that runs on AWS. The platform provides AWS cost optimization services on top of billing, and it automates SAP systems on AWS. Customers that take advantage of the cloud management platform have a built-in dashboard to view and customize their AWS usage and billing reports.
Consolidating Billing for Customers
Because of the flexibility of the AWS Solution Provider Program, InfraBeat can combine AWS platform usage and InfraBeat managed services in each customized bill. “This really simplifies things for our customers,” says Ankush Adlakha, Regional Head of Cloud Infrastructure Services and SAP at InfraBeat Technologies. “Instead of receiving separate bills from different partners, customers benefit because we can provide total ownership of that relationship.”
“Consolidated billing is offered through the AWS Solution Provider Program, helping us provide cost optimization services for our customers and ensuring there are no surprises in their budgets. This builds trust and helps increase customer retention.”
- Ankush Adlakha, Regional Head, Cloud Infrastructure Services & SAP, InfraBeat Technologies
A consolidated bill also provides transparency into AWS usage for InfraBeat customers. Each bill contains detailed, line-item views of monthly usage. “Consolidated billing is offered through the AWS Solution Provider Program, helping us provide cost optimization services for our customers and ensuring there are no surprises in their budgets,” says Adlakha. “This builds trust and helps increase customer retention.”
Increasing Monthly Sales from $2,000 to $200,000
By streamlining customer billing through AWS and introducing its cloud management platform, InfraBeat has grown its billing revenue from $2,000 per month to $200,000. “The AWS Solution Provider Program has contributed to the majority of our business growth,” says Agrawal. “Many of our customers have done billing through a credit card directly with AWS and couldn’t easily optimize the costs. Because of this program, we have been able to acquire those customers.”
“The AWS Solution Provider Program has contributed to the majority of our business growth.”
- Nitesh Agrawal, Director, InfraBeat Technologies
InfraBeat has also fueled its business growth by offering cost optimization and consolidated billing through the AWS SPP. “We were able to easily expand into Sri Lanka because of the AWS Solution Provider Program, and we aim at expanding further into Southeast Asia and the Middle East in the near future,” says Adlakha.
InfraBeat can now drive innovation by creating new technology solutions that can be resold as a result of being an AWS Solution Provider. For example, the company is extending its data lake and machine learning capabilities for SAP, and it has created a new robotic process automation (RPA) business. “I would attribute a large part of our portfolio expansion to the freedom we get by working with AWS,” says Agrawal. “When SAP launched its Intelligent RPA solution, we realized we could complement it using AWS services. To date, we have acquired six customers in this space. This is a strong example of the business value we have gained by joining the AWS Solution Provider Program.”
APN Program Participation
Published August 2021