DFSI & VIP Program with WISE-PaaS Marketplace Chiwen Lin, - - PowerPoint PPT Presentation

DFSI & VIP Program with WISE-PaaS Marketplace

Chiwen Lin, WISE-PaaS Marketplace 6th December, 2019

Co-creating and Landing the IoT Business

DFSI

“For every dollar of solution resell, we’ll

get $8 AIoT application customization

revenue.”

System Integrator, Global

DFSI

“Because of digital transformation, our project engagements have gone from 2-4 year to now 6-12 months, and need to do much more innovative work.”

System Integrator, EMEA

DFSI

“There’s an exciting business opportunity to leverage services on WISE-PaaS beyond just the infrastructure side and we’re just scratching the surface of it.”

System Integrator, China

Faster, Flexible, Connected Business

Marketplace Ready Solution Selling

Business Opportunity Billings / Revenue Share Customer

• n demand:

from POC to Production

Manage Software Assets ₋ Advantech field-lead ₋ Partner network ₋ Online promotion ₋ Monthly / Annually / One-time d / Metered ₋ Software, professional services ₋ Fast configure, activate, upgrade software anytime, anywhere, at scale ₋ Leverage Marketplace license service or use RESTFul API to integrate your own

WISE-PaaS Marketplace and Industrial APP (I.APP)

• 100+ SKUs Software & Services

for Free Trial

• 5+ SKUs Software & Services

always Free

• Return & refund available during

60 days billed

60

Days

Refund

• Develop ready to use solution(s) for IoT

scenarios based on Advantech hardware and WISE-PaaS

• Publish solutions on the Marketplace
• Leverage Advantech’s biz networking

Developer / ISV

• Resell software and SRP on the WISE-PaaS

Marketplace to end customers

• Share Advantech’s marketing resources

Channel Partner

• Focus on application integration and

deployment in specific domains using Advantech hardware and WISE-PaaS

• Complete certified training and receive

architecture consultation

• Leverage Advantech’s marketing resources

Domain-Focused SI (DFSI)

WISE-PaaS Alliance

• Buy→Embed→Resell WISE-PaaS software

in their products

• Make services value-added leveraging

PaaS solutions

Equipment / Hardware Builder

DFSI Business Model

Resell Model

 Customers works with Advantech directly  Fixed discount for WISE-PaaS Membership

DFSI Model

 Transacts to Advantech, provides billing and technical support  Sells WISE-PaaS to customers

Customer ADVANTECH Alliance Partner Value-Added Service Alliance Partner

On Demand Purchase

WISE-PaaS Revenue Opportunities

Professional Services I.App Dev & Listing WISE-PaaS Solution Resell WISE-Point Resell

30%

Managed services margin

45%

Gross margin of WISE-PaaS practice

13 month

Payback period

30%

Managed services margin

45%

Gross margin of WISE-PaaS practice

13 month

Payback period

15% 13% 10% 50% 40% 30% 10% 15% 20% 25% 32% 45% 1st Year 2nd Year 3rd Year WISE-Point Resell WISE-PaaS Solution Resell I.APP

• Dev. & Listing

Professional Services

WISE-PaaS Revenue Opportunities

Competency

• $100K consumed revenue trailing 12 months

WISE-PaaS Marketplace

• Offer listed on the WISE-PaaS Marketplace

Bill of materials-

• Complete co-sell bill of materials including:

– Solution pitch deck – One-page leave-behind or website listing

Profile in Advantech Partner Page

• To enable bi-directional lead sharing and pipeline management

Connected

• Dedicated partner sales contact for each co-sell eligible geo

Co-Sell Requirements

Co-Sell ready solutions

Solutions, Apps, and Services offerings that are approved for co-sell with Advantech across Industry Priority Scenarios

Benefits of co-sell ready:

Solution discoverable by sellers in Marketplace co-sell solution finder Enabled for bi-directional leads sharing Potential to become prioritized at a local level for proactive co-sell with Advantech Access to GTM benefits

Managed partners works with a Customer Success Manager Unmanaged partners works with a Product Sales Manager

Industrial IoT Value Chain and the Ecosystem

WISE-STACK

IaaS PaaS I.APP DFSI

WISE-PaaS Marketplace

Edge

iRetail iHospital iCity & Public Services Machine to Intelligence iFactory/IIoT 4.0

Co-Creating the Future

• f the IoT World

Co-Creating the Future

• f the IoT World