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A
ccording to Satya Nadella, CEO of
Microsoft, we live in a cloud-first,
mobile-first world. That has led
systems integrators (SIs) and value
added resellers (VARs), including
those in the Microsoft ecosystem,
to look for new ways to grow their businesses. There
is a proven trend that cloud services are replacing
infrastructure-driven sales centered around software
sales and installation services.
SIs and VARs that previously focused on infra-
structure need new revenue sources in order to sur-
vive. While they can make up for lost software revenue
in the short term with cloud migration and deploy-
ment services, long-term success requires the creation
of unique, resellable services based on intellectual
property (IP). SIs and VARs have the opportunity to
gain a competitive advantage by delivering packaged
solutions that are relevant to their customer bases and
using those solutions to bring in recurring revenue.
The IP
Imperative
Creating resellable IP in a cloud services world
By
John
Joseph
56
Channel
Vision
|
January - February 2016