Business Intelligence Data Centre Cloud Mobility Enterprise Computing Solutions United Kingdom Arrow ECS Cloud Services Provider Programme Enabling our partners throughout the software-to-sales service lifecycle arrow.com
Cloud is the new reality The cloud represents tangible business potential for cloud services providers. As you transition to a recurring services model, you ll find an upside: you become more deeply embedded in your customers business processes, reinforcing relationships in ways that one-time transactions never could. At Arrow ECS, we anticipate market momentum, technology demands and adoption patterns. Our goal is to facilitate new business models and so we offer programmes, solutions, tools and resources to enable the dynamic transformation of your business. This is why we have built our innovative programme for cloud services providers: to ensure you maximise the opportunity that cloud presents. The programme is a comprehensive portfolio of enablement resources, consultancy, marketing and education. Regardless of whether you are already providing cloud services or are about to embark on this exciting opportunity, the programme is designed to assist you in driving greater profitability from the cloud with less risk. 1
Arrow ECS - your guide in the cloud An integrated programme of support As cloud services providers embark on the task of developing their service delivery capability and explore new ways of reaching end user organisations, they are considering how to adapt to the new cloud environment. Are they fully equipped to achieve complete control of their cloud business, with... > The right technological platforms for reselling or building innovative, compelling cloud services > Partnerships to extend their reach with complementary services > The ability to achieve broad market reach within limited marketing budgets > The right skills set to resell or build cloud services > Internal systems for efficiently administering cloud services subscriptions The Arrow ECS Cloud Services Provider Programme comprehensively supports organisations wanting either to resell vendors cloud services or to build, launch and support their own Software-as-a-Service (SaaS) solutions. Bronze, Silver or Gold memberships of the programme are available, reflecting the value our partners receive from the programme and the commitment they choose to make. The level of return you receive in the form of support and marketing development funding will reflect the commitment that you have made in setting and achieving licence revenue thresholds, as well as the number of staff who have gained Arrow ECS marketing accreditation. Whatever your level of membership, the programme will give you every support in developing a profitable and sustainable cloud services business. Arrow ECS has the platforms and people to help you to make the transition and succeed in developing and delivering cloud services. > Business intelligence on the true cost of offering new services The diagram shows the structure of the Arrow ECS programme for cloud services providers PLAN ENABLE CREATE DELIVER REWARD GROWTH PLAN PRODUCT TRAINING AWARENESS FOOTPRINT INCENTIVE MARKETING PLAN ACCREDITATION OPPORTUNITY SERVICES MARGIN arrowecs.co.uk 0800 983 2525 2
Setting out on your cloud journey Transforming your business model from a licence sale to a SaaS sale is a huge step to take. We can help you to meet the challenge with vendor agnostic technical and commercial support throughout the softwareto-service lifecycle. Explore the possibilities Source your infrastructure A cloud-readiness workshop forms the basis for our partnership and sets the scene for a collaborative approach to growing your business. It helps us to define the ways in which we can support you with technical, financial and marketing enablement and assess the commitment required from you and your team. We ll road-test your proposition and business plan, model your costing predictions, uncover hidden costs and potential pitfalls, pinpoint where additional training may be required and help you to gain a realistic analysis of total cost of ownership and return on investment. This is all with a view to building a solid foundation for your new services-oriented business. Among the tools we use is SMARThub, our established business planning tool that includes a cost calculator. Working together, we ll identify your target market, define your key differentiators and shape your Go-To-Market strategy with an appropriate marketing approach and realistic pricing. Providers of cloud services need to create a strong data centre infrastructure as the foundation for service innovation and delivery. We can help you to accurately specify your requirements and design the solution, applying our wide vendor knowledge. With the design in place, you can leverage our long-established vendor relationships and impressive buying power to procure what you need to build your infrastructure at an advantageous price, bypassing the need to gain specific vendor accreditations. Where you opt to for colocation, you can work with our data centre service provider to obtain the right infrastructure at the optimum cost. In building your portfolio, you can reduce upfront investment and business risk by drawing on our catalogue of world-class cloud solutions to differentiate your offering and increase your value. Add these to your portfolio on a permanent basis or until you have sufficient demand to resource in house. 2014 will be the last year people talk about the cloud arriving. 2015 and beyond we will see the cloud as a serious proposition. Huge gains in the marketplace will be fuelled by greater adoption and by the savings adoption affords. Stephen Greene, Chief Branding Officer, Compare the Cloud 3
Build your cloud team Where your teams are more accustomed to selling traditional on-premise solutions, we can train them to promote the concept and advantages of cloud solutions to your customers and prospects, and to sell specific technologies and vendor solutions. The cloud services subscription model, where customers pay as they go for their consumption of IT resources and applications, may not align with your current sales compensation model. We can provide advice and guidance on successfully incentivising your sales teams when selling cloud solutions. A single source of financial advice and financing programmes Often when commencing, or transitioning to, a cloud service business, the demands of potential customers and the aspirations of the organisation can outstrip its financial capabilities. We can ease the financial pressure of developing your business and delivering SaaS solutions by providing a range of financial options backed by advice pertinent to your organisation and your situation. We ll enable you to structure your finances such that you can invest with confidence and maximise the opportunity that SaaS presents. The services available within Arrow ECS Cloud Services Provider Programme include... Cloud-readiness workshop Road-testing your proposition and service provision by > Defining your target market, unique selling proposition and go-to-market strategy > Examining technical and commercial options for service provision > Gaining a true TCO and ROI analysis Sourcing your required infrastructure > Vendor-agnostic advice and guidance > Vendor specialist technical solution design > Partner procurement matching > Arrow ECS services the risk-free way to expand your portfolio Every business is different and we will work with you to develop a financial solution specific to your requirements, integrating elements such as: Sourcing data centre colocation solutions > The right colocation infrastructure at the right cost > Advice and guidance on how best to fund infrastructure acquisitions > Pay-as-you-grow financing assistance, with credit and finance set up > An instant messaging service for contacting our finance team Sales team development > Training for your sales teams > Sales compensation consultancy Financing > Financial expertise and packages tailored to your business objectives arrowecs.co.uk 0800 983 2525 4
Extend your reach with support from Arrow ECS Marketing The Arrow ECS Marketing team helps our cloud services partners to gain the support and funding to cost-effectively build their business and navigate a rapidly changing technology landscape. They can become an extension of your own marketing team, focused on profitably growing your business. Communicate, collaborate, influence Leading-edge marketing and sales tools Our expert marketing managers can assist you in devising an effective strategy to get your message out there and expand the target audience for your cloud services portfolio, while freeing internal time and energy to focus on engaging with prospects and customers and on offering innovative services. Among the innovative yet proven tools available exclusively to Arrow ECS partners is the Virtual Marketing Manager (VMM), a unique online marketing resource, with collateral on all our cloud service offerings, including ready-to-go pre-approved campaigns, battlecards and call-out day scripts. Our marketing managers make it their business to understand your business, your proposition and your ambitions for growth. They excel in areas such as attracting and influencing decision makers, developing strong relationships and building your presence in the marketplace. At Arrow ECS, we know what lies around the corner and bring a wealth of expertise and resources to developing and delivering your marketing strategy. We can help you to plan and obtain the necessary funding for successful campaigns, minimising the time and effort required to generate opportunities and win new business. The VMM provides a single, centralised source of help in planning and running lead generation and cloud marketing campaigns. It is an invaluable mechanism in applying for the necessary marketing funding to run successful campaigns that achieve your business objectives. In addition, the Arrow ECS online Sales Lead Portal (SLP) lets you measure campaign performance, update leads, generate reports and track your progress. The portal allows you to record all ROI from lead generation campaigns in order to support and secure future vendor funding. 5
Building a community dedicated to innovation As an Arrow ECS partner, you can take advantage of our ecosystem and identify opportunities to collaborate for mutual benefit. We know who is currently working in complementary fields, whose customers need to solve specific business pain points, and who operates in your target sectors. We can facilitate one-to-one meetings at our popular Partner Jam events. These are designed to bring like-minded Arrow ECS partners together such as independent software vendors and cloud services providers to seize the cloud opportunity. The Arrow Connect website (www.arrowecsvmm.co.uk) also enables our channel partners to catch up with all the latest social news, announcements and market insights from Arrow ECS. You can build your presence and promote your business to our partner network by advertising and publishing your cloud thought leadership features on the site. Keeping you a step ahead Cloud is set to be a fast-moving field and you can t take your eye off the ball. Arrow ECS offers thought leadership and knowledge transfer to keep you ahead and equip you to steer your business in the right direction. We watch the commercial and technology landscape so that you can focus on service development and delivery. We listen to what the analysts are saying, identify emerging technologies, monitor current trends and seek input from end users and our channel partners. This is all with a view to understanding what the market needs in the way of cloud services and supporting you to deliver it. In addition, our regular sessions on both technical and commercial topics help you to work on your business as well as in your business by bringing you up to date on new and emerging developments to keep you on track. Depending on your level of programme membership, here are some of the opportunities for communicating your message and benefiting from our thought leadership: > Publishing your company content in our Arrow Connect newsletter for services providers and independent software vendors to help identify and attract partners working on complementary activities > Raising your company profile with free-of-charge space in our online directory > Including content in communications regularly sent out to the channel > Free attendance on Gartner webinars through Arrow ECS membership > Supported entry to the networking and learning opportunities at the annual Canalys Channels Forum (applicable when Arrow ECS is sponsoring) > Workshops to discover your unique value proposition and provide an objective, informed review your strategy > Free subscription to the Arrow ECS Solution Station a unique online hub for viewing complementary technologies that can be added to your current offering > Identifying the vendor growth-enabling funding programmes that are right for your business and supporting your compliance with any prerequisites > Help in devising a marketing strategy that incorporates public relations and digital marketing techniques such as web-based marketing, email marketing and social media arrowecs.co.uk 0800 983 2525 6
Support specifically for builders of cloud services Arrow ECS platforms and tools simplify service delivery, along with subscription management and licensing, so that you can grow your cloud business profitably. Cut complexity and drive your business On hand expert support You will need to report back to your chosen vendors on the licences your customers are currently using. Handling this task manually can become a huge overhead and you run the risk of either under or over reporting. Sign up to ArrowSphere xsp and you ll also receive dedicated expert support to generate new revenue opportunities, including: business development; technical, sales and operations training; updates on vendor programmes; and marketing support. Through the Arrow ECS programme for builders of cloud services, you gain access to ArrowSphere xsp for automating and improving software licence management, which: > Massively reduces your administration costs, with a single entry point for managing all service provider software licences > Offers instant access to a portfolio of product, programme and pricing information on world-class solutions from Tier 1 vendors > Provides advanced reporting capabilities for increased accuracy and compliance > Helps you to model and calculate the cost of providing services by simulating service margins, integrating other costs such as hardware and service delivery Throughout, we ll help you to model your business as it grows, providing the answers to questions such as: > Do we have visibility of how existing and future deals affect margin levels? > How can we model new services and calculate the cost and the potential margins? > Are we getting the maximum value from the vendor programmes we ve joined? > Do we know where we stand regarding commitments and over-charges and when it s a good time to renegotiate? > Provides an insight into customer take-up rates to assess your most/least popular cloud services 7
The ArrowSphere platform allows us to address new markets and new business in a very fast and simple way, and it therefore represents a massive revenue opportunity for us. Being able to leverage a turnkey webstore with our own solutions and the services portfolio developed by Arrow ECS puts us in a solid position to embrace the cloud with minimal risk. Shamus Kelly, Managing Director, Portal - one of the UK s leading business and technology consultancies arrowecs.co.uk 0800 983 2525 8
Support specifically for resellers of cloud services Whatever your customers need and whichever vendors you choose, we can provide you with access to the most appropriate vendor-specific programmes Create and manage your own catalogue of cloud services Being an Arrow ECS cloud services reseller lowers the barrier to entry into the market. You can build your own services webstore, with immediate connection to world-class services providers in Infrastructure-as-a-Service, Software-as-a-Service and Platform-as-a-Service, without having to invest massive amounts of time and cash. You can brand, resell and manage a wide range of services from multiple vendors in a professional, secure and easy-to-use environment. Having this easy access to aggregated Tier 1 market-leading cloud services helps you to cut cost and complexity out of the entire cloud service delivery spectrum. Partnering with Arrow ECS simplifies the way that cloud services providers, resellers and consumers of cloud services do business together. Efficient self-provisioning The comprehensive subscription management engine on ArrowSphere effectively processes renewals, price changes and promotions. With billing, metering, services management, branding, contracts and SLAs, our platform makes it easy to do business. You can open a cloud webstore in just two weeks, while your customers can adjust their consumption in real-time. Simpler administration with aggregated billing Arrow ECS partners can integrate cloud services from multiple vendors into their existing webstore simply and efficiently using a single Application Programming Interface (API). You ll expand your product range, improve your wallet share and increase average revenue per sale. Talk to us about ArrowSphere, our cloud services aggregation and brokerage platform that removes the barrier to entry and reduces time to market with fully integrated, end-to-end ecommerce. 9
Comprehensive support As well as advising on how to use your webstore to maximum advantage, the UK-based Arrow ECS Cloud Technical Support team provides level 2 support on all the different ArrowSphere vendor solutions and has a fast escalation path to the vendors support organisations. Your next step on the road to cloud Arrow ECS offers you every opportunity to develop your cloud services business, whether you plan to resell or to build cloud services. With such extensive support available, an essential building-block of your success is for us to identify the elements that are the perfect fit for your business. We ll assign the right people and resources to your business and integrate the support provided under the Arrow ECS Programme for Cloud Services Providers into any existing relationships you have with Arrow ECS. Pick up the phone or email us and let s start the conversation arrowecs.co.uk 0800 983 2525 10
Are You Five Years Out? Most people live in the present. The world of now. But a handful of us work in a unique world that doesn t quite exist yet the world of Five Years Out. Five Years Out is the tangible future. And the people who live and work there know that new technologies, new materials, new ideas and new electronics will make life not only different, but better. Not just cheaper, but smarter. Not just easier, but more inspired. Five Years Out is an exciting place to be. So exciting that, once you ve been there, it s hard to get excited about the present. Because we know what s coming is going to be so much better. Five Years Out is a community of builders, designers, engineers and imaginers who navigate the path between possibility and practicality. Creating the future of everything from cars to coffeemakers. Are you one of them? Then you re probably working with us. In Person 0800 983 2525 Call to talk or set up a face-to-face meeting with one of our knowledgeable representatives. Harrogate Office 01423 519000 London Office 020 7786 3400 Reading Office 0118 971 1511 Newmarket Office 01638 569600 Nottingham Office 01623 500200 Stockport Office 0161 474 0444 Dublin Office +353 (0) 1 293 7760 Arrow Electronics, Inc. Enterprise Computing Solutions Nidderdale House Beckwith Knowle Otley Road Harrogate HG3 1SA Via Email info@arrowecs.co.uk Email us for answers to questions or to start a conversation. Online arrowecs.co.uk Visit our site for everything from the latest news to line card information. 2014 Arrow Electronics, Inc. Arrow and the Arrow logo are registered trademarks of Arrow Electronics, Inc. Other trademarks and product information are the property of their respective owners.