The concept of the Golden Circle, as famously presented in the TED lecture, emphasizes the importance of starting with “WHY.” From an Independent Software Vendor (ISV) standpoint, our “WHY” is straightforward: we aim to boost sales and drive greater engagement for cloud services.
Our approach to achieving this objective involves integrating cloud services with ISV products. This fusion enables us to deliver tailored solutions directly to cloud end-users.
Cloud services basics
As a scale player in the cloud arena, cloud technology serves as the foundational infrastructure for numerous services, spanning areas like security, storage, databases, and networking. Cloud providers offer these services as “building blocks” because their primary focus is on addressing widespread challenges at scale.
Due to the inherently broad and versatile nature of these building blocks, there are instances where cloud services may not, intentionally or unintentionally, fulfill the specific requirements of the end-users in the cloud environment.
Enhancing cloud services with ISV solutions
The ISV product, leveraging its distinct capabilities and specialized knowledge within a particular domain, aims to become a “player at depth” by delivering a customized, all-encompassing solution. In this context, the integration of the ISV product with the cloud service goes beyond providing mere “building blocks.” Instead, it offers a fully realized solution tailored to a specific domain, delivering enhanced value to the end-users in the cloud ecosystem.
Together, these two entities synergize their capabilities, enhancing each other’s performance and presenting a more robust and comprehensive use case to the cloud users. This collaboration tells a compelling “better together” narrative.
Examples- How does it work?
An ISV with expertise in gathering extensive data from public sources like social media networks and search engines, such as Google, relies on cloud-based data storage. This collaboration is significant because it not only increases the demand for cloud database services due to the ISV’s substantial data collection but also opens up new possibilities, including the utilization of the collected data for AI model training and other emerging use cases.
An ISV specializing in database optimization plays a pivotal role in reducing real-time cloud service costs while simultaneously boosting performance. Without this ISV solution, entities like banks may encounter challenges in delivering their services on the cloud, potentially limiting their ability to operate effectively.
This integration creates a significant win-win scenario, as it not only increases demand for both parties but also leads to a mutually beneficial situation. When the demand for cloud services rises, the demand for the database optimization solution naturally follows suit, generating a positive cycle of increased interest and utilization for both parties.
Let’s make it happen – here are 3 tips to for ISVs:
Create buy-in with the product manager:
To start with the essential steps, it’s crucial to establish internal alignment within the ISV between the product team and the cloud alliance team. This alignment is vital for tapping into the product team’s expertise and insights concerning the future roadmap and customer value proposition. Ensuring that the development plans for the product align with the broader business direction is key.
This alignment serves the shared interests of both teams, primarily by expanding the sales funnel and creating opportunities for the development of new use cases.
Recommended actions:
– Facilitate an open dialogue to discuss the use case and its relevance in bolstering the ISV’s own product and serving its customers effectively.
– Arrange meetings with colleagues and peers from the cloud alliance team to foster collaboration and shared understanding.
– Establish a consistent and ongoing process by instituting biweekly strategy meetings and similar mechanisms.
Discovery and validation of integration possibilities:
Based on the insights and assumptions derived in collaboration with the product team, prior to commencing any development activities, it is vital to undertake discovery and validation steps with key decision-makers within the cloud organization regarding the product integration use case.
Recommended actions:
– Conduct a comprehensive gap analysis to ensure alignment between the perspectives of both the product and cloud teams.
– Arrange meetings with counterparts from the cloud team who are responsible for the product to assess if the use case aligns with and addresses their challenges and requirements.
Build a GTM plan:
Congratulations on successfully completing the development phase and launching the product integration! Now, it’s time to capitalize on this achievement, deliver integrated sales, and enhance the overall business value.
Recommended actions:
– Clearly define how the product integration use case will be showcased during co-selling efforts.
– Allocate the necessary resources, including a dedicated business development team, budget, and marketing activities, specifically tailored to promote and support the use case. This ensures the successful execution of business activities related to the integration.
Summary
This mutually beneficial scenario now stands crystal clear: The ideal integration between cloud services and ISV products enhances and optimizes their combined performance, crafting a compelling “better together” narrative.
For the end-users in the cloud environment, the integrated solution being offered holds greater value, as it serves as a comprehensive, tailor-made solution that effectively resolves their distinctive challenges.