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CLOUD Executive Perspective Infrastructure

How cloud service providers can improve profitability and growth

Typically, valuable things get better with age, right? Time shows us that this belief is true even for technology. The IT industry has matured and mellowed, and we’ve successfully survived digital hyper-growth, transitional experimentation and unbridled market enthusiasm. Now, we’re entering our second phase of development: market maturation.

So, it’s time to think about the future—a future in which strategic planning and analysis are just as important as novelty and innovation. As a cloud service provider (CSP), you need to consider where you are, where you want to be and how you’re going to get there. To help you in your journey toward operational growth and wisdom, IBM Systems has prepared a playbook* to help you become—and remain—successful in a maturing market.

A provider’s playbook that really works
We did the research and learned that you have three big opportunities ahead: analytics; SaaS, servers and storage; and middleware and security. But you also have competition in these areas. We examined the landscape, considered your challenges and developed tools to help your business grow.

The way we see it, the more IBM can help you strategically plan and adapt, the more likely you can increase corporate growth and profitability. That’s good business for all of us.

First up in the playbook, we prod you to do a bit of self-examination. Who are you and where do you want to be? Sure, we all want recognition as the star player in the game, but in a mature market, that acknowledgement takes strategic smarts rather than brute innovation. You’ll learn how to change your mind-set while you stick to the game plan, and you’ll see the relationships among your market focus, core competencies and value propositions. Most importantly, you’ll get step-by-step instructions for designing and constructing a CSP business strategy that is as smart as you need to be in a clever, competitive environment.

Location isn’t a place—it’s a position of strength
We’ve conducted hundreds of partner planning sessions over the years, and in the playbook, we share best practices based on experience. We help you examine the criticality of your positioning, select the right initiatives for your business and determine the best plan for your investment to get you to where you’re going.

We also cover your talent pool. You might be surprised to learn that you don’t have to reach outward to acquire specialized cloud skills—we have ways to help you grow your own.
Our CSP playbook offers smart advice on the financial and marketing aspects of your business. We want you to refer to this playbook (as well as other useful assets) as a business strategy tool going forward. Don’t hesitate to get your IBM Cloud Services Provider Growth Initiative materials today.

Download now: IBM Cloud Service Providers Growth Initiative Playbook

In case you missed it, here’s access to a CSP best-practice webinar replay.

Bruce Maule
Vice President, Ecosystem Marketing – IBM Systems



*Note: First-time access requires a quick registration step. Business Partners with PartnerWorld credentials will have their information validated during the first-time sign-on. IBMers will get a short form to submit to complete their registration. All others will have to submit a registration request for approval.

Bruce Maule is Vice President, Ecosystem Marketing - IBM Systems. In this role, Bruce has responsibility for the design and execution of worldwide channel and marketing programs for IBM Partners that sell and support IBM Systems hardware and software offerings. He also leads several programs designed to assist influencers, whose solutions are built on IBM Systems offerings, to grow more rapidly. He is a leader in Digital Marketing and helps Partners to transform their marketing activities to digital.

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