Posted by Marbenz Antonio on June 21, 2022
Selling using the new subscription, consumption, and platform paradigms
Three topics are routinely brought up in almost every meeting I have with potential suppliers looking for a distributor: subscription, consumption, and platform. It’s simple to see why, given that these new selling actions have permanently altered the way many technologies are purchased.
The days of purchasing expensive permanent licenses for enterprise resource planning (ERP), customer relationship management (CRM), office productivity software, and costly on-site hardware are long gone. Rather, corporations are increasingly investing in the cloud because it allows them to respond to shifting market demands.
Distributors have taken on an aggregator role, collecting relevant IT solutions from established and newer emerging markets, which is critical to the channel’s survival.
But what does this entail for the companies that market these solutions? What about vendors of IT solutions and services? How can distributors, or aggregators, help both expand and succeed? Almost every software-as-a-service (SaaS) product includes APIs that allow it to communicate data with other apps.
However, HubSpot claims that “a platform takes a more active role in organizing how many products operate together.” Consider a platform to be a hub, with spokes linking it to other goods. The hub connects those diverse items and orchestrates their goal. A platform establishes a steady center of gravity for your technology stack.”
Consider this analogy: think about how we buy and watch our favorite television programs. We can subscribe to one or more streaming services – Netflix, Peacock, Showtime, Amazon Prime, HBO, and so on — all of which can be accessed via a single device, such as Apple TV, Roku, or another provider. All we have to do is switch on our TV to view all of our subscription services in one spot (platform) where we can also watch (consume) them.
Constant advancements and changes in the technological landscape create issues to be addressed as well as possibilities to pursue from the perspective of an IT solution and service provider. To begin, IT service providers:
A distributor, on the other hand, with broad and deep ties to multiple vendors and technical specialists, may construct a solution to assist channel partners in meeting the demands of their clients. Also, our finance arm, Arrow Capital Solutions, enables IT solutions and service providers to offer financing to their clients, including as-a-service and consumption financing, so they may purchase the technology they require without impacting cash flow.
Similarly, suppliers may have difficulties and possibilities in delivering their products to IT solutions and service providers. As an example:
The transition from distribution to aggregation is well underway and will continue to evolve as suppliers, IT solutions and service providers, and customers’ demands change. Arrow can bring it all together in a bundle that solution providers may sell to their clients while adding their value. ArrowSphere, our cloud delivery and administration platforms are the “Apple TV” or “Roku” that enables service providers and vendors to acquire everything they need in one location.
We simplify a complicated, ever-changing environment, allowing IT solutions and service providers to supply what their customers require and suppliers to packaging their services in one valued, easy-to-use location.
Here at CourseMonster, we know how hard it may be to find the right time and funds for training. We provide effective training programs that enable you to select the training option that best meets the demands of your company.
For more information, please get in touch with one of our course advisers today or contact us at firstname.lastname@example.org