Toolbox cloud offerings

How to design profitable Cloud Offerings A hands-on Development Workshop

How to design profitable Cloud Offerings A hands-on Development Workshop

How to design profitable Cloud Offerings – A hands-on Development Workshop

Customer organizations are increasingly satisfied with

offerings in to the marketplace. Chances are that the

the improving diversity, maturity, and service levels

value proposition (of the offering or offerings) that

for cloud offerings and are willing to review their risk/

the IT-vendor is introducing to the market has one or

reward assessments on projects. More and more,

several of the following flaws:

businesses are adopting a cloud first procurement strategy.

1. Lack of go-to-market strategy and thorough

Today’s challenge

2. No clear, easy to communicate, compelling value

planning, i.e. the business model proposition(s) 3. No clear customer segmentation paired 1:1 to the Every IT-vendor wants to transform it´s business to include cloud-based offerings. But why are so many IT-vendors struggling with profitability and rising operational costs in an IT landscape where cloud is most definitely king?

respective value proposition 4. Lack of differentiation – Vendor and VARs appear to offer the same thing 5. The pricing model has not been considered 6. The underlying costs do not cover all cost aspects 7. The operational processes behind the offering has

One thinking is; the cloud is a new playing field and it

not been optimized

requires new ways of thinking and putting together an offering (vs. the old way of ”bundling”). Another thing is

The cloud is not just about the bundling of an ”as a

that it also requires ”old school” operational excellence

service” offer and a different go-to-market model - but

and last but not least a different go-to-market model

in addition, it also requires ”old school” operational

that will challenge the existing organization. This

excellence!

workshop is a hands-on workshop that focuses on taking the Autodesk partner1 through the process of

The Future Group How to design profitable Cloud

creating a profitable cloud offering.

Offering Development Workshop addresses all of the above challenges and more, enabling partners to

Today, with almost 80% of businesses deploying or

develop profitable and differentiated offerings to their

fully embracing the cloud and only 8% expressing no

market.

interest (according to IDC), we have crossed the chasm and are into the “early majority” stage of the adoption curve. Many solution providers wait until their customers are ready before investing in an area of technology. With the majority of customers now

About the Offer Development Workshop

adopting cloud services, it’s critical that Autodesk partners adapt to stay relevant to their customer base.

The How to design profitable Cloud Offering Development Workshop is a highly interactive business

How we together respond to the challenge

innovation and product development workshop,

So how do we respond to this challenge? We do that

Through a one-day intense, highly actionable and

by addressing the typical mistakes we have seen

customized workshop, the management team from

with other companies introducing new cloud-based

the Future Group partner is taken through all relevant

1

targeting top management at Future Group partners.

The framework is perfect in supporting the Business Model Canvas methodology

Partner: In this document’s context refers to the Autodesk VAR (Value Added Reseller)

How to design profitable Cloud Offerings – A hands-on Development Workshop

aspects of creating a profitable subscription-based offering. From the initial value proposition, pricing scheme, cost aspects, go-to-market activities and cost – everything is covered in this workshop. As such the workshop covers the following main topics:

Summary The process 1. Preparation Prior to the workshop the management team from the partner should discuss and agree on a potential subscription based offering they want to work

1. Customer behaviour and expectations when it comes to cloud-based offerings or offerings in general

with during the workshop.

2. Workshop During the 1-day workshop, the overall Future Group Offer Development Framework is laid out

2. How to segment, target and position (Value

and the partner team works through all relevant aspects

Proposition) an offering 3. Setting the right price – pricing models 4. Costs (product development, COGS and SG&A)

of creating a profitable subscription based offering.

3. Business contribution The workshop will give the Autodesk partner the opportunity to launch

5. Go-to-market activities

differentiated and profitable Autodesk subscription

6. Business simulation The workshop is based on a solid and proven offer

based offerings to the market.

Used in conjunction with Future Group Business Model Poster Workshop this framework gives the Autodesk

development framework tested with more than 500 IT-

partner an in-depth framework for analyzing and

vendors across the world, representing all kinds of IT-

designing new business opportunities.

offerings across multiple industries.

The Future Group partner can participate with one or more of the scenarios below in mind: 1. The partner has an existing offering that he wants to put to a test (price, profitability, go-to-market plan etc.)

2. The partner wants to move in to the subscription based universe and thus wants to create a new e-commerce offering for his eStore 3. The partner has no specific offering in mind, but wants to be exposed to the framework with the possibility to take it back home and create a subscription-based offering at a later stage After the workshop, the team from the Future Group partner will have a thorough understanding of what it takes to create a differentiated profitable subscription based offering, including all relevant operation aspects and go-to-market activities. The outcome of the workshop can be used in conjunction with Future Group Business Model Poster Workshop to further enhance, design, challenge, and pivot the business model.

Target audience •

Sales

•

Marketing / Product Marketing

•

Technical

•

Management

Duration •

1 day (expected 09:00 – 18:00)

Investment •

4.000 EUR + travel expenses

ROI •

New profitable offerings

•

Business development

Contact If the above is of interest, please contact your Partner Manager