going to market with your product partnership, licensing ......product. customer solution. selling...
TRANSCRIPT
Jeff Wilson, Emerging Business
Going to Market with Your Product Partnership, Licensing, and Sales Channels
Deliver Content
Vector, Raster, and Real-time content
Extend the ArcGIS Platform
Desktop, Web, and Mobile solutions
Provide Services
Consulting, Managed, and
Implementation Services
Technical Opportunities for Partners |
Embed ArcGIS Capabilities
Partner Solutions with embedded
ArcGIS capabilities
Extend the ArcGIS Platform | Empowering GIS workflows
Developers
Web
MobileDesktop
ArcGIS Platform
PartnerSolutions+++
+++
+
Partners extend ArcGIS Products to provide industry solutions and support customer workflows
Partner Sells
Partner Buys
Licensing
Agreement
Model Cosell
Solutions and brings
Esri to the table
Nothing
No additional
Agreement
Partnering Models
* Esri owns customer relationship for Esri technology
Bundle
Solution or Service and
Esri core technology
Esri core technology at
discount
Partner Bundle
Web
Advanced Mapping, Visualization, Editing, and Analysis
Extend the ArcGIS Platform | Desktop
Desktop
Mobile
ArcGIS Platform
Build Add-InsArcGIS Pro SDK
• Streamline workflows
• Adds functionality
• Easy to share and distribute
• Secure
Extend Analysis ToolsGeo Processing Tools
60+ New Core Tools(1,200+ total)
Space-Time
Charting tools
Hydrologic Analysis
Raster Analysis
Network Analysis
Python API
Model Builder
R integration
Configure ArcGIS ProArcGIS Pro SDK
Custom Desktop AppsArcGIS Runtime SDK
Extend the ArcGIS Platform | Web Applications
• App creation without coding
• Run on any device or browser
• Build self-help apps
• Extensible framework
• Build a web app in four steps
Use Web AppBuilder for ArcGIS
Experience Builder Coming Soon
Powerful Web Templates and Modern APIs
Deliver ArcGIS Configurable Apps
Open source web app templates for customers and partnersWeb
Mobile
ArcGIS Platform
Desktop
ArcGIS Platform
Extend Solutions for ArcGIS
• Industry specific: Tools, Applications, Configurations and Workflows
• Managed and Maintained by Esri
• Great starting point for your solutions
• Deliver solutions to you Customers
Custom Web AppsArcGIS JavaScript API
MobileWeb
ArcGIS Platform
Desktop
ArcGIS Platform
Extend the ArcGIS Platform | Mobile
Streamlining and Improving Field Operations
Partner App
Applinking
Collector
Tracker
UnderstandProvide visual context in the field with maps
Capture
NavigateYour roads, your data –even while offline
PlanUse location to coordinate fieldactivities
Perform accuratedata collection and inspections
MonitorMake decisions at a glance
WorkforceNavigator
Explorer
QuickCapture
Survey123
Operations Dashboard
Runtime
Custom Mobile AppsArcGIS Runtime SDK
Extend the ArcGIS Platform | Partner Bundles
+Esri
ProductPartnerProduct
CustomerSolution
Selling ArcGIS to customers for a focused market solution
Partner Bundle
Partner Benefits:1. Increase top line revenue (Resell)2. Increase bottom line profit (Margin)3. Single purchase order for Customer4. Promoted by Esri Sales Teams – focused
solutions can create net new users
• Partner pairs solution with Esri product• Year 1 margin on most Esri products • Year 2 renewal supported by Esri
Sale Authorization Required
Extend the ArcGIS Platform | ArcGIS Pro Add-in
+GIS Professional
Advanced User Type$3,800
Partner ArcGISPro Add-in$2,500
Partner Bundle
$6,300
Partner cost: $3,040Partner margin: $760
Sells: Qty 250 Add-insTop line revenue: $625KPartner margin: $0
Sells: Qty 250 BundlesTop line revenue: $1.58MPartner margin: $190K
Bundle RevenuePartner Revenue: +950KPartner Profit: +190K
Sale Authorization Required
+ArcGIS Online
250 ArcGIS User Types$75,000
Partner JavaScript App250 Users, Esri Identity integrated
$100,000
Partner Bundle
$175,000
Partner cost: $60,000Partner margin: $15K
Sells: Qty 250 UsersTop line revenue: $100KPartner margin: $0
Sells: Qty 250 BundleTop line revenue: $175KPartner margin: $15K
Bundle RevenuePartner Revenue: +75KPartner Profit: +15K
Extend the ArcGIS Platform | Web application
Sale Authorization Required
+ArcGIS Online
250 ArcGIS User Types$125,000
Partner JavaScript App250 Users, Esri ID integrated
Free
Partner Bundle
$275,000
Partner cost: $100,000Partner margin: $25K
Sells: Qty 250 UsersTop line revenue: $150KPartner margin: $0
Sells: Qty 250 BundleTop line revenue: $275KPartner margin: $25K
Bundle RevenuePartner Revenue: +125KPartner Profit: + 25K
Extend the ArcGIS Platform | Web application
Partner Data/APIAccess for 250 Users
$150,000
+Partner Offering
Sale Authorization Required
Extend the ArcGIS Platform | Go To Market
Developers
Web
MobileDesktop
ArcGIS Platform
PartnerSolutions+++
+++
+
Sell with Esri Teams
Partner Bundle
ArcGIS Marketplace
Market with Esri
Embed ArcGIS Capabilities | Partner Solution Delivery
ArcGIS Platform
Location BasedServices
Basemaps
Web | Native | Mobile
Provide focused industry and market solutions as a SaaS or on-premise
ArcGIS Enterprise
Location Based Services
BasemapsContent Hosting
Identity
Web | Native | Mobile
ArcGIS Online
ArcGIS Enterprise
Identity
Location Based Services
Content HostingIdentity
Advanced CapabilitiesArcGIS Online
ArcGIS Enterprise
Advanced Server Roles
Web | Native | Mobile
Basemaps
Solution Delivery Licensing
* Partner owns customer relationship
Partner Sells
Partner Buys
Licensing
Agreement
Model ArcGIS for
Developers lightweight app
solution
ArcGIS Builder Plan
No additional
Agreement
Partner User
Types
solution that required
private data hosting
Partner User Types
Custom
Agreement
solution that requires
advanced capabilities
Custom Negotiation
Partnering Models
Build rich, insightful applications
Embed ArcGIS Capabilities | Client APIs & SDKs
REST APIs
Python API
Runtime SDKs
JavaScript API
Mobile
Desktop
ArcGIS for Developers
Web
ArcGIS Platform
Embed ArcGIS Capabilities | Identity
Editing Authoring, Mapping, & AnalysisViewing
Lite
Basic
Standard Advanced
Embedded Identity
Identity based security and functionality for partner appsEnables access to secure maps and content
Embed ArcGIS Capabilities | Advanced Capabilities
Partner Solution
GeoEventServer
GeoAnalyticsServer
GIS Server
ImageServerPrivate or Public Cloud / On-Premise
Vector Imagery Real-time Big Data
Client APIs & SDKs
Partner SolutionWeb | Native | Mobile
ArcGIS Online
Solution requires location-based services APIs• Base Maps, Data• Location Services
• Base Maps, Data• Search & Geocoding• Directions & Routing• Lightweight Spatial Analysis
• Partner sells solution• Partner owns customer• Partner buys ArcGIS Developer Subscription• Esri receives revenue through purchase of
monthly or annual developer subscription
Embed ArcGIS Capabilities | Client APIs & SDKs | Developer Subscription
ArcGIS Online ArcGIS Enterprise
Identity
Partner SolutionWeb | Native | Mobile
Solution requires expanded capabilities enable by ArcGIS infrastructure• Identity• Private data hosting
Hosted content
• Esri furnishes all technology at no cost up front• Partner sells solution• Partner owns customer • Partner buys Partner User Types as they sell• Esri receives revenue through purchase of
Partner User Types • Base Maps, Data• Search & Geocoding• Directions & Routing• Lightweight Spatial Analysis• Identity• Private data hosting
Embed ArcGIS Capabilities | Identity | Partner User Types
Sale Authorization Required
ArcGIS Online ArcGIS Enterprise
Partner SolutionWeb | Native | Mobile
Solution requires advanced capabilitiesenabled by ArcGIS servers• Imagery management/processing• Real-time data ingestion• Advanced Analytics
• Esri furnishes all technology at no cost up front• Partner sells solution• Partner owns customer• Esri receives revenue through solution sales
revenue share • Base Maps, Data• Search & Geocoding• Directions & Routing• Lightweight Spatial Analysis• Identity• Private data hosting• Image Server• GeoEvent Server• GeoAnalytics Server
Embed ArcGIS Capabilities | Advanced Capabilities | Revenue Share
Sale Authorization Required
Embed ArcGIS Capabilities | Go To Market
ArcGIS Platform
Identity
Advanced Capabilities
Sell with Esri Teams
Solution Delivery
ArcGIS Marketplace
Market with Esri
+ArcGIS Online
ArcGIS User TypesReselling
Partner JavaScript AppEsri ID integrated
Different Models can accomplish same outcome… | Web application
PartnerData/API
Partner Product
ArcGIS Online Partner User Types
Licensing
Partner JavaScript App
Esri ID embedded
Partner Product
Esri Product
Partner Data/API
Complete Solution via Partner Bundle• Customer relationship with Partner & Esri• Partner supports partner app/API
component• Esri supports ArcGIS Online component• Customer manages ArcGIS Online• Partner receives 1st yr margin on ArcGIS
Online sale
Complete Solution via Solution Delivery• Customer relationship with Partner only• Partner supports entire solution• Partner manages ArcGIS Online• Partner buys Partner User Types from Esri
E X T E N D
E M B E D
Deliver Content | Data and Analytics
Sell your premium content
Vector Imagery Real-time
Deliver Content | Data and Analytics | Create “Esri-ready” Content
Partner Native Data(Data, API, IoT)
Esri Capabilities used to TransformInto “Esri-ready” Web Services
Esri client ecosystem
IoT
API
Files, Tables
Raster
Partner Infrastructure
Feature Services
Image Services
Web
Desktop
Mobile
DeveloperAPIs, SDKs
GeoEventServer
GIS Server
ImageServer
Deliver Content | Data and Analytics | Solution Delivery
Partner Content Licensed Esri TechnologyHosted Content Solution
“Esri-ready” Data or Apps
Feature Services
Image Services
ArcGIS Enterprise
Application
• Esri furnishes all technology at no cost up front• Partner sells content/solution• All content sold in “Esri-ready” format subject to
solution delivery revenue share
Deliver Content | Go To Market
Sell with Esri Teams
Solution Delivery
ArcGIS Marketplace
Market with EsriGeoEvent
ServerImage Server
GIS Server
Apps
DesktopAPIs
Partner Content
Customer GIS
The information shared in this presentation is
CONFIDENTIAL and MAY NOT BE REDISTRIBUTED.
For details on confidentiality see the Confidentiality clause in your Esri partnering agreement or the Esri Distributor Agreement.
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