The Last 10 Yards
Building the Engagement Layer
for a Unified User Experience
Ron Huddleston
SVP Global AppExchange
& Partner Program
The Winning Formula Works
Develop a Team
of Evangelists
Build an
Organization
Born for the
Cloud
Channel
Success in
the Cloud
Be the Market
Focus on
Customer and
Partner Success
Maker
Understand
Cloud
Economics
But the Last 10 Yards Are the Hardest
Vendor
Being equal to the vendor is NOT enough…
the Channel must ADD value
The Evolution of Adding Value from the Channel
1980s
Client
Server
Computing
1990s
Cloud
Computing
2000s
Mobile
Computing
2010s
Social
Revolution
No One Does It All, and There’s Lots to Do
Sales Lifecycle Elements
SALES
PLANNING
PIPELINE
GENERATION
ORDER
TO CASH
SALES
EXECUTION
No One Does It All, and There’s Lots to Do
Sales Lifecycle Elements
SALES
PLANNING
PIPELINE
GENERATION
ORDER
TO CASH
SALES
EXECUTION
No One Does It All, and There’s Lots to Do
Sales Lifecycle Elements
SALES
PLANNING
PIPELINE
GENERATION
ORDER
TO CASH
SALES
EXECUTION
No One Does It All, and There’s Lots to Do
SALES
PLANNING
PIPELINE
GENERATION
ORDER
TO CASH
SALES
EXECUTION
No One Does It All, and There’s Lots to Do
SALES
PLANNING
PIPELINE
GENERATION
ORDER
TO CASH
SALES
EXECUTION
No One Does It All, and There’s Lots to Do
SALES
PLANNING
PIPELINE
GENERATION
ORDER
TO CASH
SALES
EXECUTION
We Bundle Together to Win the User
Create a Complete Sales
Lifecycle Solution
SALES
PLANNING
PIPELINE
GENERATION
ORDER
TO CASH
SALES
EXECUTION
Deliver a Simplified, Unified User Experience
Shared Data Across Apps
Identity SSO
Social
Mobile
Upgrades
Any Platform
Diverse & Complex Cloud Marketplace Needs
Cloud Service Brokerages to Bundle Solutions
$100 Billion
Global spend on combined Cloud Service Brokerages
by year-end 2014
By 2015, 20%+ of all cloud services will be consumed
via internal or external cloud service brokerages…
up from less than 5% today.
Complementary Solutions Grow Faster When
They Band Together
User Engagement Layer Makes All Software
Connections Seamless
Users Expect World-Class Engagement
Win the User with Engagement, Not with Deals
Users Want a Seamless User Experience, Not
Just a Solution
As a VAR, how do you ADD to
the engagement layer?
Drive Adoption with Your Engagement Layer
Win the User
Experience
Identity
Mobile
Social
Provide a Unified User Experience Together
Find Your Fit with
Complementary
Solutions
Build Engagement