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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 adopting the economic models of Cloud
• Strong sales management (drive behaviour)
