Page 29 - Cloud Connections Event - Partner Business Models

❸ Cloud Reseller

Mission

• Support customers’ adoption of Cloud Services/bimodal IT/Hybrid Cloud

Business Model

• Margin-based annuity revenues derived from Cloud Service consumption
• Drive incremental value through consumption analytics
• “Full-service” capability – both Cloud and Professional Services

Critical Success Factors

• Running a hybrid business model (traditional and Cloud)
• Ability to retain and grow Customer Cloud usage
• Understanding and accepting the economic models of Cloud
• Strong sales management (drive behaviour)