westcon business transformation playbook · westcon business transformation playbook ... your...
Post on 22-May-2018
220 Views
Preview:
TRANSCRIPT
© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential
Westcon Business
Transformation Playbook
for
Westcon Cloud Services Resellers
An introduction to the Westcon Cloud
Services Reseller program and guidance
on how to transform your business to
take advantage of the growing cloud
opportunity.
This playbook is intended for Westcon Resellers that are in the process of making the transition to the cloud. Signing up as a Westcon Cloud Services
Reseller is required to use this playbook. If you are not currently a Westcon Cloud Services Reseller, please contact wnz-cloud@westcon.com
Marketing Getting
Started
Business
Model Sales Services
Solution &
Opportunity
Tools &
Resources
Westcon
Overview
Launch
Activities
www.nz.cloud.westcon.com
© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential
Partner Business Transformation
Using This
Playbook Cloud Partner
Program
Cloud Services
Reseller
Cloud
Providers
Westcon Cloud
Strategy
What is included in this playbook?
Are you a traditional Westcon Reseller Partner? Are you thinking about or have you recently added
Cloud Services to your portfolio but are still trying to make the necessary transformation in your
business model?
The Partner Business Transformation playbook has been developed specifically with you in mind.
As a valued Westcon Partner, we recognize that you need help in making the transition to this new
business model. The Business Transformation Playbook is intended to be a comprehensive
resource you can leverage to assist you in your journey to the cloud.
We designed this playbook to provide you and your teams with the information and resources needed to
support your business as you make the transition to cloud based solutions offerings
Solution & Opportunity
Understand the market
opportunity and Westcon
Cloud offerings
Services
Recognize that your services
will be different in the Cloud
environment
Marketing
Be prepared to tell a slightly
different story to a new set of
buyers
Launch Activities
Learn the next steps to getting
your company and sales team
ready to execute.
Business Model
Identify the impacts that
cloud solutions can have
on your bottom line
Sales
Identify key changes required
in your sales structure, sales
model and sales
compensation programs
Tools & Resources
Learn how Westcon can help
you make the transition to
becoming a Cloud Services
Reseller
Getting Started
Let us help you transition some
of your business to the cloud.
Here are next steps
Marketing Getting
Started
Business
Model Sales Services
Solution &
Opportunity
Tools &
Resources
Westcon
Overview
Launch
Activities
Partner Business Transformation
© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential
Partner Business Transformation
Using This
Playbook
Cloud Partner
Program
Cloud Services
Reseller
Cloud
Providers
Westcon Cloud
Strategy
We are here to help enable our Resellers to Build, Provide, White-label & Resell Cloud Solutions in partnership with our catalogue of vetted and highly capable Cloud Service Providers.
Enable Partners to build, provide, White-label & resell
private, public or hybrid clouds
Solutions & Services for
Building & Providing
Clouds
Accelerating time to market, reducing costs, driving growth and increasing
profitability
Leverage Assets to Drive
Partner GTM
Rich Ecosystem of
Integrated Solutions
Develop & expand an ecosystem to develop,
deliver & enhance Cloud Services
Enable Partners to accelerate this transition to
new business models
Develop Demand for
Cloud Services
Marketing Getting
Started
Business
Model Sales Services
Solution &
Opportunity
Tools &
Resources
Westcon
Overview
Launch
Activities
Partner Business Transformation
© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential
Partner Business Transformation
Using This
Playbook
Cloud Partner
Program Cloud Services
Reseller
Cloud
Providers
Westcon Cloud
Strategy
The Westcon Cloud Distribution program defines Westcon ’s partner-led, end-to-end cloud solution go-to-market strategy and
encompasses three tracks that map to the three primary business models in the cloud marketplace.
The program is designed to be inclusive and has tracks for all Westcon Resellers regardless of their size, business model, or market
segment focus. The program also uses partners’ existing investments in the certifications and specializations of Cloud Service Provider
ecosystems, thereby lowering the cost of entry.
Build and Sell
Public/Private/Hybrid Clouds
to Customers and Cloud Providers
Cloud
Builder
Cloud
Provider
Cloud
Services
Reseller
Marketing Getting
Started
Business
Model Sales Services
Solution &
Opportunity
Tools &
Resources
Westcon
Overview
Partner Business Transformation
Launch
Activities
Manage and Sell
Cloud Services to
Customers
Resell Providers’ Cloud Services to
Customers
© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential
Partner Business Transformation
Using This
Playbook
Cloud Partner
Program Cloud Services
Reseller
Cloud
Providers
Westcon Cloud
Strategy
Marketing Getting
Started
Business
Model Sales Services
Solution &
Opportunity
Tools &
Resources
Westcon
Overview
Partner Business Transformation
Launch
Activities
What is a CSP & a CSR?
Cloud Service Provider
A provider of Cloud Services to the
market via the Westcon Cloud
Catalogue. In the traditional sense
usually known as a Vendor. Example:
Amazon
CSP CSR
Cloud Service Reseller
A reseller of the CSP’s services into your
clients. Traditionally a Westcon VAR.
© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential
Partner Business Transformation
Using This
Playbook
Cloud Partner
Program
Cloud Services
Reseller Cloud
Providers
Westcon Cloud
Strategy
The Westcon Cloud Distribution Services program has been designed for Westcon Resellers that are interested in reselling a Cloud
Service to their customers but are not interested in building their own service offering or want to augment their own service offering with
additional services. Westcon Resellers are encouraged to engage with the appropriate Westcon Cloud Providers that offer the
services that meet the needs of your customers.
Resell Providers Cloud Services to
Customers
Cloud
Services
Reseller
Requirements
•Sign Westcon Cloud Services
Reseller Contract
•Valid Contract with Westcon Cloud
Provider
•Recommended to have a dedicated
cloud customer relationship manager
Benefits
•CSP’s promotion of Cloud Services
Reseller designation
•Demand generation marketing and
enablement assets
• Higher margins than CPE sales
Marketing Getting
Started
Business
Model Sales Services
Solution &
Opportunity
Tools &
Resources
Westcon
Overview
Partner Business Transformation
Launch
Activities
© 2014 Westcon and/or its affiliates. All rights reserved. Westcon Confidential
Partner Business Transformation
Using This
Playbook
Cloud Partner
Program
Cloud Services
Reseller
Cloud
Provider Westcon Cloud
Strategy
Westcon has created a Cloud Catalogue that contains a selection of National and International Cloud Partners. Our Cloud Catalogue
and Cloud Providers are now available to partner with our new breed of Cloud Resellers. Our Cloud Service Providers are committed to
working with you to assist in winning business and expanding your services to include their offerings.
Marketing Getting
Started
Business
Model Sales Services
Solution &
Opportunity
Tools &
Resources
Westcon
Overview
Launch
Activities
Partner Business Transformation
top related