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Silicon Valley Chapter - Channel Survival in the era of Servitization
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The purpose of this panel is to look beyond the hype, take a realistic look at where we are in developing channels in the Cloud, and review lessons learned and new strategies being developed.

9/10/2014
When: September 10, 2014
5:30 PM to 7:30PM PST
Where: Citrix Conference Center
4988 Great America Parkway
Santa Clara, California  95054
United States
Contact: Karri Foster


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Vendors and Channel providers are facing many challenges when it comes to the effective and efficient distribution and support of cloud offerings. The hype would have us believe that these are solved problems but they are not. "Pure play" companies are still learning and developing their models; legacy companies are struggling to develop and deliver hybrid offerings. The purpose of this panel is to look beyond the hype, take a realistic look at where we are in developing channels in the Cloud, and review lessons learned and new strategies being developed.

The transition is not easy. The operating model and the economics of a Cloud-based offering are fundamentally different from those of a traditional, on-premise product with services included through the channel. For example, data shows that operating margins for SaaS companies are on average 10-to-15 points lower than those of traditional software companies. This gap can be attributed to additional costs for customer acquisition, sustaining renewal rates, changing sales and channel behaviors, and upfront investments. If your company (manufacturer or channel organization) is considering 'moving to the Cloud', this program will give you ideas, answers and best practices used by leading companies during their successful transition to a recurring revenue business model.

Some of the questions the program will address include:

  • How can a company successfully adapt its business model to participate in this shift from one-time product focus to recurring service focus?
  • What implications will the transition have for channel partners or others in the value chain, such as distributors or system integrators?
  • What are the best practices for transitioning a sales team (process, skills, compensation and resources) to successfully sell a recurring revenue service?
  • How much time and what resources are required for successful transformation?

Moderator

Jennifer Vessels - Next Step CEO

Panelists

Cheryl Aguilar - Adobe, Cloud Sales Manager Americas
Chris Burgy - ShoreTel, VP Corporate Strategy
Mark Cokes - Salesforce, Services Marketing Director
Scott Strochak - Xtelesis, CEO

Agenda:

5:30 Registration and networking
6:00 Opening remarks, Nora Di Bene, President ASAP Silicon Valley
6:10 Presentation
7:10 Additional networking

For more information email us at info@strategic-alliances.org or call +1-781-562-1630