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IaaS Deal Economics

Recurring revenue opportunities can look very different from traditional resell opportunities. Before you
start making changes to your business, you must first understand the impacts individual opportunities
will have on your business model. Therefore, you should begin your transformation by comparing your
typical deals and how that might differ in a cloud environment. Below is an example of how an IaaS
transaction may compare with a similar on premise offering.

                Illustrative IaaS Deal Economics                                  …understanding the realities of the revenue and
                                                                                  margin impacts WILL help you understand the
                                 On Premise            IaaS Opportunity           potential gaps in your business plan….
                                 over 3 years              over 3 years
                                                                                  …lower customer costs in the short term CAN help
Partner Revenue                  $44,500                      $25,000             you close additional opportunities in a shorter time
                                                                                  frame…
Partner Margin                   $7,000 (15%)             $4,650 (19%)
                                                                                  …to drive margin growth, changes in your overall
BIC Partner Margin               $7,000 (15%)             $5,970 (24%)            business structure may be required…

                    Assumptions:                   Assumptions:                   …your business plan needs to be updated to
                    12% HW & 15% SW margins        15% on Cloud Services          reflect the realities of your opportunities in the new
                    30% Gross margins on services  52% Gross margins on services  model…
                                                   (BIC)
                                                                                  …professional services are often the key to
…some opportunities offer payback in 9-12 months…                                 success when expanding beyond product resale…
– Cisco Cloud Provider

Source: MarketBridge Interviews
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