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ANALYTICS Analytics SaaS Success series CLOUD Generating Demand Worldwide

Invest in your future with cloud and SaaS

Welcome to the second blog in our IBM Analytics SaaS Success Series.

Invest in your future with cloud and SaaS

How the IBM Bridge to Cloud Sales Play can help your clients try SaaS or move to SaaS offerings

Before our eyes, we’re seeing cloud computing and software as a service (SaaS) transform the landscape of information technology. All the major software and hardware companies in primary world markets are structurally transitioning from traditional selling models, such as on-premises software, to embracing the sale of SaaS offerings.

Market growth and industry restructuring changes are happening quickly. IDC predicts that by 2020, 67 percent of all enterprise IT infrastructure and software spending will be for cloud-based offerings.1

Why is cloud-centric growth and investment important?

The cloud’s recurring revenue-driven opportunity is one of those fundamental industry changes that come around only once or twice in a businessperson’s career. This is a change that needs to be understood and planned for to compete and win in the new environment.

Not investing in cloud/SaaS could mean base erosion

Most of your business’s value resides in the present value of cash streams originating from your installed base. Not being asked to respond to requests for cloud/SaaS proposals in your installed base could cause base erosion. Systematic base erosion negatively impacts your business’s value in many ways, requiring you to find new revenue sources to replace losses.

Consider doing lost sale analysis on your business

Ask yourself: Have any cloud or SaaS solutions been sold to your installed base in the last 12 months by any company other than yours? You’re likely to discover that the competitive pressure in your installed base requires you to make at least some preliminary investments in cloud/SaaS capability to service current needs. You will need a plan to guide these investments.

Learn the basics about cloud and SaaS to help you begin your plan by watching the As a Service Essentials learning roadmap on PartnerWorld University. IBM also has a series of new incentives designed to help you drive long-term adoption of SaaS offerings by your clients. Click here for additional incentives to start your transformation.

Finally, the IBM Bridge to Cloud Sales Play is available to your current Business Partner clients/accounts, where the Subscription and Support (S&S) relationship is between you and the end customer. The play provides an easy process for clients to either try SaaS or move to SaaS offerings. Connect with your IBM Business Partner representative on all channel opportunities for channel approval. You can also let me know what you think by using the comments feature below.

Renee Fleuranges-Valdes
WW SaaS Channel Sales/Business Development Exec, IBM Analytics

1IDC FutureScape: Worldwide IT Industry 2017 Predictions, Doc # US41883016, Nov 2016

Renee Fleuranges-Valdes is WW Cloud Channel Sales/Business Development Executive for IBM Analytics. In this role, Renee focuses on strategic growth areas for the SaaS business via the Business Partner channel. Her responsibilities include leading decisions on which analytics SaaS offerings are right for a particular channel, all the way to helping Business Partners transform their business to a recurring revenue model. Renee has worked at IBM for 35 years, and has held many different channel roles over the last 17 years.

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