Objective

Our Client with thousands of Loyal Solution Providers, and wanted to understand how to best position those Partners in their upcoming Services Strategy.   Project objectives included

• Understanding how end-users would evolve toward Cloud Services
• Determining how each Partner Business Model was likely to be impacted by the evolution toward Cloud Services
• Identify whether or not Solution Providers would prefer to host services themselves, or resell services provided by the ISV, and if so, how these services should be provided
• Determining which Solution Provider Services were still relevant, and which new services may be required.
• Examined the Branding and Billing Implications of White Label vs. Branded Model
• Identifying what the financial impact of the change in cash flow would have on Solution Provider operations.

Approach

Edge Strategies designed a research project which included a combination of in-depth interviews, and over 800 quantities interviews with Solution Providers in US and Europe.

Result

Our client continues to lead the industry in developing integrated Go-to-Market Programs which includes Solution Provider Partners as part of its Services Strategy.