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Welcome to the second blog in our IBM Analytics SaaS Success Series.
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 所有的企業IT基礎設施和軟件支出的百分比將是基於雲計算的產品.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.
了解雲計算和SaaS的基礎知識 to help you begin your plan by watching the 作為一項服務必備的學習路線圖 上大學的PartnerWorld. IBM also has a series of new incentives designed to help you drive long-term adoption of SaaS offerings by your clients. 點擊這裡 for additional incentives to start your transformation.
最後, 的 IBM大橋至雲銷售劇 is available to your current Business Partner clients/accounts, 認購和支持地方 (小號&小號) 關係是你和最終客戶之間. 該劇提供了一個簡單的過程，為客戶可嘗試的SaaS或移至SaaS產品. Connect with your IBM Business Partner representative on all channel opportunities for channel approval. 你也可以讓我知道你認為通過使用下面的評論功能.
蕾妮Fleuranges - 巴爾德斯
WW SaaS Channel Sales/Business Development Exec, IBM分析
1IDC FutureScape: Worldwide IT Industry 2017 Predictions, Doc # US41883016, 11 月 2016