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CLOUD Executive Perspective IBM Cloud Success Series Transformation Worldwide

Be a SaaS First IBM Business Partner

Welcome to the eleventh blog in our Cloud Success Series for Business Partner XaaS transformation.

Be a SaaS First IBM Business Partner

During previous installments of the Cloud Success Blog series,* we focused on many of the components it takes to make the shift to a recurring revenue cloud-based practice, such as:

  • Transforming your technical skills
  • Shifting your marketing efforts to digital
  • Changing how you compensate your team
  • Financial implications of a recurring revenue model

These components are vital, but one of the most important shifts that will reflect all these changes is your attitude and approach to clients. To be successful in today’s dynamic marketplace, taking a software-as-a-service (SaaS) or cloud first approach is essential, especially in the commercial/midmarket space.

A recent IBM Institute for Business Value (IBV) report—Tailoring Hybrid Cloud: Designing the right mix for innovation, efficiency and growth—resulted from interviews of 30 executives and surveys from 1,000 global respondents across 18 industries, with 61 percent of respondents holding the titles CIO, CTO and Head of IT. Though cloud adoption is maturing, 45 percent of workloads are expected to remain on on-premises dedicated servers (30 percent private, 25 percent public)—requiring executives to be fully cognizant of the value an optimal combination of cloud and traditional IT can deliver.

Leading with the cloud empowers your clients to decide which deployment strategy is best for them and positions you as a shepherd guiding them in this changing market. If you continue engaging your customer in the same transactional manner, they may never see you as a SaaS or cloud partner and will seek those services from other vendors. This important shift in your point of view with your clients may not come easily, but it could be the difference in how your company is perceived. Plus, it can lead the way to deeper relationships that establish you as a market visionary.

Wherever you are in your evolution as a value seller and trusted advisor, share the report with clients and start a conversation about where they are in their business challenges and migrating specific workloads to the cloud.

Get started with the Software Value Plus (SVP) IBM SaaS – Entry Product Group:

  • New! SaaS entry product eligibility requirement no longer requires sales mastery test certifications.
  • Simplified onboarding process (available September 19, 2016) and reduced time-to-market to hours; less steps and requirements.

You can also easily view up-to-date information on products authorized for sale through the reseller channel on the reseller Passport Advantage Online (PAO) site. Once on the PAO site, choose the “price files” link and download the file for the desired country. These files include SVP information. To view the IBM SaaS Entry products, download the SaaS version of the files.

And don’t forget to register for the webcast IBM Business Partner Agreement Application Enhancements for Software on September 20, 2016 at 11 AM EDT for more information.

Please comment below if there are topics you would like us to address in our series, and visit the Cloud SaaS page for the latest news.

David Wilson
Vice President, Business Partners and Channel Innovation
IBM Cloud, Channel Sales

*Previous blogs in the Cloud Success series:


View the entire series here: http://businesspartnervoices.com/category/ibm-cloud-success-series/

David Wilson is Vice President, IBM Cloud Business Partners and Channel Innovation. In this role, David is responsible for all aspects of the IBM Global Cloud Business Partner Network across both the IBM Cloud business unit and the broader IBM corporation, including IBM's IaaS offerings (SoftLayer, etc.) PaaS Offerings (BlueMix, etc.), Mobile Offerings (Worklight, etc.) and IBM's 100+ SaaS offerings. He has business function responsibilities for IBM Cloud channel sales (resell, ASL/OEM, distribution, influence), program management, technical enablement/support, alliances and business development.

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