DFSI & VIP Program with WISE-PaaS Marketplace Chiwen Lin, WISE-PaaS Marketplace 6 th 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 Customer ₋ Fast configure, activate, ₋ Advantech field-lead Business on demand: upgrade software Opportunity ₋ Partner network from POC to anytime, anywhere, at Production ₋ Online promotion scale Marketplace Ready Solution Selling ₋ Leverage Marketplace ₋ Monthly / Annually / Manage Billings / license service or use One-time d / Metered Software Revenue RESTFul API to ₋ Software, professional Assets Share integrate your own services
WISE-PaaS Marketplace and Industrial APP (I.APP) 60 • 100+ SKUs Software & Services for Free Trial • 5+ SKUs Software & Services Days always Free • Return & refund available during Refund 60 days billed
Developer / ISV Equipment / Hardware Builder WISE-PaaS - Buy → Embed → Resell WISE-PaaS software - Develop ready to use solution(s) for IoT Alliance in their products scenarios based on Advantech hardware - Make services value-added leveraging and WISE-PaaS PaaS solutions - Publish solutions on the Marketplace - Leverage Advantech’s biz networking Domain-Focused SI (DFSI) Channel Partner - Resell software and SRP on the WISE-PaaS - Focus on application integration and Marketplace to end customers deployment in specific domains using - Share Advantech’s marketing resources Advantech hardware and WISE-PaaS - Complete certified training and receive architecture consultation - Leverage Advantech’s marketing resources
DFSI Business Model Resell Model ADVANTECH Customers works with Advantech directly Fixed discount for WISE-PaaS On Demand Purchase Membership Alliance Partner Alliance Partner Value-Added DFSI Model Service Transacts to Advantech, provides billing and technical support Sells WISE-PaaS to customers Customer
WISE-PaaS Revenue Opportunities 30% WISE-Point Resell Professional Services Managed services margin I.App Dev & Listing WISE-PaaS Solution Resell 45% Gross margin of WISE-PaaS practice 13 month Payback period
WISE-PaaS Revenue Opportunities 1 st Year 2 nd Year 3 rd Year 30% Managed services margin WISE-Point 13% 15% 10% 45% Resell Gross margin of WISE-PaaS WISE-PaaS 50% 40% 30% Solution Resell practice I.APP 13 month 10% 15% 20% Dev. & Listing Payback period Professional 25% 32% 45% Services
Co-Sell Requirements Co-Sell ready solutions Competency Solutions, Apps, and Services offerings • $100K consumed revenue trailing 12 months that are approved for co-sell with Advantech across Industry Priority WISE-PaaS Marketplace Scenarios • Offer listed on the WISE-PaaS Marketplace Bill of materials- Benefits of co-sell ready: • Complete co-sell bill of materials including: Solution discoverable by sellers in – Solution pitch deck Marketplace co-sell solution finder – One-page leave-behind or website listing Profile in Advantech Partner Page Enabled for bi-directional leads sharing • To enable bi-directional lead sharing and pipeline management Potential to become prioritized at a Connected local level for proactive co-sell with • Dedicated partner sales contact for each co-sell eligible geo 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 iHospital iRetail iCity & Public Services iFactory/IIoT 4.0 Machine to Intelligence DFSI I.APP WISE-PaaS PaaS Marketplace IaaS WISE-STACK Edge
Co-Creating the Future Co-Creating the Future of the IoT World of the IoT World
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