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Apr 10

2018

Building Your Anything-as-a-Service Business

Building Your Anything-as-a-Service Business

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While there are countless examples of anything as a service (XaaS), the most common ones refer to three general cloud computing models: software as a service (SaaS), platform as a service (PaaS) and infrastructure as a service (IaaS). Still, these categories are too small to contain everything that is XaaS.

As the demand for XaaS continues to grow, it seems there’s no end to what resourceful entrepreneurs can adapt to this delivery model. With services ranging from connected cities to Cadillac driving, the global XaaS market is expected to grow 40% annually through 2020.

Consequently, XaaS is becoming as much of a way of thinking for consumers as it is a strategy for providers. So, what should partners keep in mind during this transformational time?  And how can you position your firm to win in the as-a-service marketplace?

Every Business is a Technology Company

As XaaS continues to gain traction, every business will become a technology company to some extent.

XaaS makes it possible for companies outside the technology industry (such as the Cadillac car as a service example) to deliver innovative, new solutions. By building on established cloud platforms and partnering with technology firms, businesses can develop services more quickly and bring them to market before their competitors. Herein lies the opportunity, both for your business and those of your customers.

Customers are increasingly recognizing the value of XaaS to their businesses; the as-a-service model can cut costs, simplify IT deployments and deliver a streamlined technology experience that customers are starting to expect. Many of them may even have their own as-a-service offering.

For a service provider, value-added reseller (VAR) or independent software vendor (ISV), XaaS presents nearly infinite opportunities to embrace and monetize new revenue streams, while providing customers with the selection, flexibility and value they expect. In fact, many of our partners are helping their own customers bring their as-a-service offerings to market.

Monetizing XaaS

Now that almost anything can be delivered “as a service,” more partners are using the Ingram Micro Cloud Platform to monetize it. The Ingram Micro Cloud platform empowers you to automate XaaS services delivery management, including service orchestration and subscription management, cloud marketplace enablement, hosting and multi-cloud management, billing automation and reseller management, and data analytics.

ISVs can get their offers to market almost instantly across the entire multi-service provider ecosystem. Service providers can deliver the most effective portfolio of services for their customers by combining the services they have access to with their own core services or applications. And VARs can extend their footprint, expanding into an ever-increasing variety of as-a-service offerings, while embracing the monthly recurring revenue model.

Telecom Italia Mobile (TIM) is one example of an Ingram Micro Cloud partner that is embracing and monetizing XaaS and IoT in impactful, creative ways. TIM built an end-to-end subscription and catalog management system using IoT as a service and the Ingram Micro Cloud Platform for their connected car solutions. Read more about it here.

Infinite Opportunities Abound

XaaS presents nearly unlimited revenue potential to partners who are ready to capitalize on the opportunity. Building your XaaS business will require thinking differently and taking nontraditional approaches to tasks like billing, support, sales, marketing, hiring and training. But the rewards are well worth the effort.

At Ingram Micro, we work nonstop to create the programs, platforms, tools and resources our partners need to succeed in the as-a-service marketplace. Keep this in mind: Ultimately, you’re not delivering software or services; you’re delivering successful business outcomes. You’re already good at that and we’re here to help with the rest.

We’ll be sharing specific ways to build your XaaS business at Ingram Micro Cloud Summit 2018 from April 30 – May 2, 2018, in Boca Raton, Florida. Hope to see you there.

About Author

Richard Dufty

Richard Dufty
Senior Vice President, Global Cloud Platform Sales and Devices, Ingram Micro

Richard Dufty serves as the senior vice president of global cloud platform sales and services for Ingram Micro. In this role, he is responsible for the leadership and growth of Ingram Micro’s cloud platform and software business, the world’s largest cloud platform business. This involves leading a team of 200 people covering 250 customers in every major country, including the world’s 30 largest cloud marketplaces.

Dufty joined Ingram Micro in July 2017. Prior to joining Ingram Micro, he led worldwide sales for AppDirect. Earlier in his career, he also led all US sales and channels at Symantec Norton Business. He is a recognized Fortune 500 technology executive with significant experience in cloud, digital transformation and platforms.

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