Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.
Business as a Service
Laurent Glaenzer
Audience
              Business executive VPs/Directors/
              Managers
              Working at an IT vendor
    ...
Purpose

             Are common
          IT Business Rules
              applying to
          cloud computing?
IT Vendor
            is a fake Company
               representing

Any hardware, software, telecom or service Company
th...
Vitaminize Your Channel

   Lemon Operations recruits and develops
   channel for IT Companies

   200 years of cumulated ...
Business as a Service
          Software as a Service            Infrastructure as a Service
                             ...
IT aaS is Disruptive

   New data hosting
   New application hosting
                             Higher Level
   New appl...
Also for IT Channel

                                          Short Term
                            Sales Cycle
        ...
Time to rethink
IT Distribution
Introducing Vertical Channel
             Need
             Identification
  Vertical
  Channel




                     Po...
Statistics
     IT Companies                                      Business
        Resellers                              ...
Non-Contractual Resellers
                                 Role                         Compensation

                • in...
Vertical Channel Platform
Hybrid Model

                           Direct




 Contractual Channel                Non-Contractual Channel
    Resell...
Vertical vs Horizontal
                                        • Additional Revenues
            I don’t know
            ...
Fulfilment vs Generation
        Demand          Fulfilment   Generation      Comments

                                    ...
Don’t push
 on a rope
5 Step Process

   Business        Channel   Channel   Channel    Channel
 Identification   Framework    Hiring   Ramp Up  ...
Thanks!
Laurent.Glaenzer@Lemon-Operations.com
Business as a Service (English)
Upcoming SlideShare
Loading in …5
×

Business as a Service (English)

1,422 views

Published on

Are business rules for Cloud Computing the same than for traditional IT?

Published in: Technology, Business
  • Be the first to comment

Business as a Service (English)

  1. 1. Business as a Service Laurent Glaenzer
  2. 2. Audience Business executive VPs/Directors/ Managers Working at an IT vendor that sells or intents to sell Software as a Solution (SaaS) or Infrastructure as a Solution (IaaS) meaning... most of the IT industry!
  3. 3. Purpose Are common IT Business Rules applying to cloud computing?
  4. 4. IT Vendor is a fake Company representing Any hardware, software, telecom or service Company that sells SaaS or IaaS to customers through an indirect channel
  5. 5. Vitaminize Your Channel Lemon Operations recruits and develops channel for IT Companies 200 years of cumulated experience in channel management in the IT (hardware, software, service, telecom) We don’t just tell you what works...we do it for you! We love getting paid on commission www.lemon-operations.com
  6. 6. Business as a Service Software as a Service Infrastructure as a Service Server Virtualization Any application Storage Virtualization licensed for its usage Advanced lease on demand (mostly infrastructure (pay per use) over the web) Business as a Service New Way of Buying New Way of Selling
  7. 7. IT aaS is Disruptive New data hosting New application hosting Higher Level New applications of New application usage Dependency New funding model New accounting rules New infrastructure New IT architecture New organization
  8. 8. Also for IT Channel Short Term Sales Cycle Revenues LONG LOW What ITaaS brings SHORT HIGH What IT Channel like
  9. 9. Time to rethink IT Distribution
  10. 10. Introducing Vertical Channel Need Identification Vertical Channel Point of Service purchase Provider Customer
  11. 11. Statistics IT Companies Business Resellers Services Integrators Companies 120 000 Companies* 1 800 000 Companies** (*) EMEA Source Compubase (**) Western Europe Source IDC
  12. 12. Non-Contractual Resellers Role Compensation • introduce the product to customer • 10% discount Referral • register the customer • no upfront payment • introduce the product to customer • 20% discount • register the customer Interface • no upfront payment • invoice the customer • introduce the product to customer • 30% discount • register the customer • Online training Facilitator • invoice the customer • no upfront payment • train the customer
  13. 13. Vertical Channel Platform
  14. 14. Hybrid Model Direct Contractual Channel Non-Contractual Channel Resellers Referrals Resellers + Services Interface Integrators/ OEM Facilitator
  15. 15. Vertical vs Horizontal • Additional Revenues I don’t know • No supply chain what I need Vertical Channel • Recurring Revenues Customer • Good margin I know what I need Horizontal Channel
  16. 16. Fulfilment vs Generation Demand Fulfilment Generation Comments Full dedication ***** ***** IBM direct Limited capacity Great coverage **** * IBM Channel Limited mindshare Good coverage *** *** Integrators Good push Proactive demand * **** Vertical Channel No supply chain
  17. 17. Don’t push on a rope
  18. 18. 5 Step Process Business Channel Channel Channel Channel Identification Framework Hiring Ramp Up Management
  19. 19. Thanks! Laurent.Glaenzer@Lemon-Operations.com

×