Broad-based distributor transformation into a cloud service provider (SaaS, IaaS) Customer: The largest Russian wide-profile distributor company in the IT market, household appliances, stationery and office furniture
Social Share

Broad-based distributor transformation into a cloud service provider (SaaS, IaaS)

Customer: The largest Russian wide-profile distributor company in the IT market, household appliances, stationery and office furniture

Situation:

It was important for the distributor to catch up with the main competitors who had already launched the distribution of cloud services.
The current product line consisted exclusively of physical goods, on which all the processes are built: purchase - warehouse - shipment. Even technical support services were implemented on a product model. At the same time, the situation was complicated by the fact that the investments made by shareholders and management to start the project in assets (platform developers) tightly determined the framework for the implementation of the technological part of the strategy and marketing approaches to product packaging. The functional Due Diligence during the purchase was carried out with omissions, part of the declared functionality in the assets was not implemented in the key required for distribution.
It was required to launch the distribution of cloud services through an existing partner network (more than 1,500 companies).
Before the start of the project, management acquired a cloud platform developer and launched a cloud distribution project on their technological basis. On the one hand, this simplified the start of the project and the operating model, but on the other, it determined the project positioning on the market.

Timeline:

3
Preparation and analytics:
3 months
8
Implementation:
8 months
15
Development and control:
15 months

Result:

The project has been launched on time and taken to a leading position in the available product range.

Tasks:

1
Analyze the competitive and technological basis
2
Analyze the pros and cons of the company in the context of the new market
3
Develop a product concept and create product strategy
4
Write business functional requirements for platform integration (TOR)
5
Implement management and accounting of new services
6
Implement legal support
7
Set up the integration of a new project with the company's accounting systems
8
Implement the product content of the project, get new contracts
9
Launch the project
10
Organize training for partners
11
Start project monetization

Stages:

1
The analysis of the strengths and weaknesses of the company, the specifics of the market and the competitive environment were carried out.
2
A strategic model was chosen with a focus on the tight deadlines.
3
The platform functionality has been improved to meet the distribution requirements.
4
The legal basis for the new products launch has been created.
5
Methodics for accounting for subscriptions and services in Legacy ERP has been developed, which made it possible to operate not only with goods. A complete Sales Kit has been created for launching products in the channel.
6
Series of trainings for the distributor partner network and internal employees were carried out.
7
Through an active and open marketing strategy aimed at the partner channel and cloud service developers, we managed to get a number of useful distribution contracts and form a partner funnel.
8
Events were organized according to Customer Development methods with key partners. After adjusting the strategy, we developed a model for launching our own IaaS provider and implemented a technological MVP according to it.

Result:


We have launched the project on time.

The project has become the leader in terms of the number of available services.
17
More than 17 new contracts received.
50+
More than 50 services from more than 20 vendors have been launched.
The customer started monetization according to the new model.

Team:

Product Director (Strategy develompent, Partner Ecosystem Product Strategy, Project Management, Platform and Product Implementation)
2 product managers
1 project manager
1 assistant

Tell us about your situation and we will offer the best solutions!