Transcript Cheryl Strege

Adapting Your Business To The Cloud
Paul Solski
AIM International
Karina Nielsen
Celenia Software
Cheryl Strege
The Partner Marketing Group
How will the cloud transform the
software business?
AIM International ● Celenia Software ● The Partner Marketing Group
What’s different?
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Communization of software and IT services
Changes from the business of software to services
Transfers cost and risk to vendors
Actualizes application agility
Realizes solutions’ global reach
AIM International ● Celenia Software ● The Partner Marketing Group
What stays the same?
The need to:
• differentiate through value
• deliver better business outcomes
• offer solutions aligned with clients’ expectations
• provide outstanding service
AIM International ● Celenia Software ● The Partner Marketing Group
What is the impact on SI’s?
AIM International ● Celenia Software ● The Partner Marketing Group
What’s different for SI’s?
• More packaged solutions
• More online purchasing
• Highly educated clients
• Declining product margins
• Increased competition
• Decreasing application complexity
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AIM International ● Celenia Software ● The Partner Marketing Group
Declining Install/configure services
Monetize your IP
Demonstrate business acumen
Focus on business outcomes
Become a trusted adviser
Go vertical
What is the impact on ISV’s?
AIM International ● Celenia Software ● The Partner Marketing Group
What’s different for ISV’s?
• Customized solutions to client types
• Tailored pricing
• Repeatable implementations
• Increased global exposure
• Try & Buy acceptance
• Potential for long term annuities
Software
AIM International ● Celenia Software ● The Partner Marketing Group
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Appeals to more diverse clients
Appeals to price sensitive clients
Easier to implement
Potential to sell globally
Faster sales cycles
Focus on customer service
Services
How do the financials change?
How different are the financials?
SOFTWARE
SERVICES
Revenue:
Revenue:
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Perpetual license purchase
15%-20% annual maintenance
Partner Discounts:
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Reseller: 25%-55% tiered discount based
on partner sales revenue
Referral: 10%-15% of sale
Channel Manager Compensation:
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Base + 3%-8% Bonus
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Partner Discounts:
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Reseller: 50% first year & 30% lifetime
Referral: 25% first year
Hunter:
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Base + 5%-8% of first year contract
Farmer:
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AIM International ● Celenia Software ● The Partner Marketing Group
Subscription = (License + Maintenance)
/36 per month
Renewal: Base + 2%-5% of contract
How does an SI get there?
SI transformation:
PLAN
MARKET
BUILD
Review
DEFINE YOUR DIFFERENTIATION
Where have you succeeded most?
How do you differentiate?
PRODUCTIZE YOUR IP FOR
MICRO-VERTICALS
EFFECT WEB BASED SELLING & SUPPORT
Code, methodologies, templates
Client self-education, Self-qualification
Online purchase, Self helpdesk
DEFINE THE TARGET CLIENTS
PACKAGE THE SOLUTIONS
BUILD AN ONLINE BRAND
Which micro-verticals will become
expert in?
What specific business outcomes will
you deliver?
Package by client type, with Try & Buy,
Standard, Professional, Enterprise
versions. Seamless upgrades.
Automated provisioning.
Trusted advisor through social media
TRY & BUY outreach
Contributions to online publications
SEO & PPC
ESTABLISH HOSTING PARTNERSHIP
AIM International ● Celenia Software ● The Partner Marketing Group
How does an ISV get there?
AIM International ● Celenia Software ● The Partner Marketing Group
ISV transformation:
PLAN
MARKET
BUILD
Review
DEFINE THE TARGET CLIENTS
SOLUTION TRANSFORMATION
Target micro-verticals, Company sizes,
Geographies
Optimize for SaaS.
Build in dynamic configuration.
Automated provisioning.
DEFINE THE SOLUTIONS
Functionality & pricing by edition: Try &
But, Standard, Professional, Enterprise
DEFINE THE BUSINESS MODEL
Direct, through Partners, on-line, hybrid.
Financials. 3 Year business plan.
PACKAGE THE SOLUTIONS
Package by client type, with Try & Buy,
Standard, Professional, Enterprise versions.
DEVELOP SaaS CAPABILITIES
Provisioning & charging model.
AIM International ● Celenia Software ● The Partner Marketing Group
EFFECT WEB BASED SELLING &
SUPPORT
Client self-education, Self-qualification, Online
purchase, Self helpdesk
BUILD AN ONLINE BRAND
Trusted advisor through social media
TRY & BUY outreach
Contributions to online publications
SEO & PPC
Expand marketing reach globally.
We can help:
PLAN
BUILD
BUSINESS
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New Opportunity Assessment
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Readiness Assessment
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Business model workshop
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Partner program development
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Partner search and recruitment
MARKET
PRODUCT
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Cloud solution assessment
Cloud Architectural design
Deployment
Testing
Maintenance & Upgrades
AIM International ● Celenia Software ● The Partner Marketing Group
MARKETING
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Strategic marketing plan
development
Social media campaigns
Online client education
Online client self-qualification
Building an online brand
Massively scaling market reach
How to get started?
Complimentary cloud readiness review:
• A two hour telephone based review of your current business
model, product and marketing.
• Recommendations on how to transform each for the cloud.
• A self-assessment questionnaire review and a report
AIM International ● Celenia Software ● The Partner Marketing Group
Ask!
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Paul Solski:
– [email protected]
– Cell. 425.208.5430
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Karina Nielsen:
– [email protected]
– Cell. 678-538-8018
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Cheryl Strege:
– [email protected]
– Tel. 605.574.9432
AIM International ● Celenia Software ● The Partner Marketing Group
AIM
International