DFSI & VIP Program with WISE-PaaS Marketplace

Chiwen Lin, WISE-PaaS Marketplace

6th 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

Marketplace Ready Solution Selling

Business Opportunity

Billings / Revenue

Share

Customer on demand:

from POC to Production

Manage Software

Assets

₋ Advantech field-lead ₋ Partner network₋ Online promotion

₋ Monthly / Annually / One-time d / Metered

₋ Software, professional services

₋ Fast configure, activate, upgrade software anytime, anywhere, at scale

₋ Leverage Marketplace license service or use RESTFul API to integrate your own

WISE-PaaS Marketplace and Industrial APP (I.APP)

• 100+ SKUs Software & Services for Free Trial

• 5+ SKUs Software & Services always Free

• Return & refund available during 60 days billed

60Days

Refund

- Develop ready to use solution(s) for IoT scenarios based on Advantech hardware and WISE-PaaS

- Publish solutions on the Marketplace- Leverage Advantech’s biz networking

Developer / ISV

- Resell software and SRP on the WISE-PaaS Marketplace to end customers- Share Advantech’s marketing resources

Channel Partner

- Focus on application integration and deployment in specific domains using Advantech hardware and WISE-PaaS

- Complete certified training and receive architecture consultation

- Leverage Advantech’s marketing resources

Domain-Focused SI (DFSI)

WISE-PaaS Alliance

- Buy→Embed→Resell WISE-PaaS software in their products- Make services value-added leveraging PaaS solutions

Equipment / Hardware Builder

DFSI Business Model

Resell Model

Customers works with

Advantech directly

Fixed discount for WISE-PaaS

Membership

DFSI Model

Transacts to Advantech,

provides billing and technical

support

Sells WISE-PaaS to customers Customer

ADVANTECH

Alliance Partner

Value-Added Service

Alliance Partner

On

Dem

and

Pu

rch

ase

WISE-PaaS Revenue Opportunities

Professional Services

I.App Dev & Listing

WISE-PaaS Solution Resell

WISE-Point Resell30% Managed services margin

45%Gross margin of WISE-PaaS practice

13 monthPayback period

30% Managed services margin

45%Gross margin of WISE-PaaS practice

13 monthPayback period

15% 13% 10%

50% 40% 30%

10% 15% 20%

25% 32% 45%

1st Year 2nd Year 3rd Year

WISE-Point Resell

WISE-PaaS Solution Resell

I.APP Dev. & Listing

Professional Services

WISE-PaaS Revenue Opportunities

Competency• $100K consumed revenue trailing 12 months

WISE-PaaS Marketplace• Offer listed on the WISE-PaaS Marketplace

Bill of materials-• Complete co-sell bill of materials including:

– Solution pitch deck– One-page leave-behind or website listing

Profile in Advantech Partner Page• To enable bi-directional lead sharing and pipeline management

Connected • Dedicated partner sales contact for each co-sell eligible geo

Co-Sell RequirementsCo-Sell ready solutionsSolutions, Apps, and Services offerings that are approved for co-sell with Advantech across Industry Priority Scenarios

Benefits of co-sell ready:Solution discoverable by sellers in Marketplace co-sell solution finder

Enabled for bi-directional leads sharing

Potential to become prioritized at a local level for proactive co-sell with Advantech

Access to GTM benefits Managed partners works with a Customer Success ManagerUnmanaged partners works with a Product Sales Manager

Industrial IoT Value Chain and the Ecosystem

WISE-STACKIaaS

PaaS

I.APP

DFSI

WISE-PaaS

Marketplace

Edge

iRetailiHospitaliCity & Public ServicesMachine to IntelligenceiFactory/IIoT 4.0

Co-Creating the Futureof the IoT World

Co-Creating the Futureof the IoT World