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CLOUD Executive Perspective IBM Cloud Success Series Transformation Worldwide

Partnering with IBM for cloud success

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

Partnering with IBM for cloud success

Making the transition to cloud and a software-as-a-service (SaaS)–based business is no easy task, so don’t do it alone—IBM is here to help! SaaS deals are not always straightforward and may take some fresh thinking to deliver a plan and solution that fits the client’s needs.

You have to consider the many elements of an SaaS deal the client may not fully understand:

  • Contract terms and monthly, quarterly, yearly or multiyear deals
  • Right-sized SaaS versus traditional on-premises
  • Transition time
  • Expansion

Richard Cromie, president and CIO of Middleware Management Partners (MMP), was faced with transitioning a long-term client to cloud. The client, a midmarket retailer, had already renewed its on-premises solution; however, it was now ready to migrate to the cloud for a new, large online project. MMP worked with IBM SaaS experts, participated in a deal clinic and then utilized the IBM Bridge to Cloud Sales Play so the client did not have to pay double.

As a result, the client signed a three-year contract, and MMP made 20 percent on top of the renewal. Cromie asserts that with the annuity model that comes with SaaS, he will already have money in his pocket before he invests in any sales or marketing in 2017.

This type of effort can pay off for you as well. When faced with a difficult SaaS challenge, be sure to reach out to your IBM representatives for assistance.

If you need help or are unsure of whom to contact, start with the worldwide Cloud Channels SaaS team listed below—they will offer the support you are looking for.

  • Rick Niles
  • David Zhang

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


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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