April 1 – 2 | Orlando, FL
#SASPartners
Director of Global Channels, SAS
Rob Spee
Grow Your Business and Your Profits Leveraging SAS Channel Programs
AGENDA: Grow Your Business and Your Profits
• Leveraging SAS Reseller Program• Leveraging SAS MASP Program• Tips for a Successful Journey
Leveraging the SAS Reseller Program to Grow Your Business and Your Profits
Leveraging the SAS Reseller Program
1. Focus on a vertical and solution area2. Drive more service engagements3. Build a predictable recurring revenue stream
1. Take a vertical solution focus
• Look in verticals where you offer greatest value
• Develop your functional line of business expertise
• Align with SAS sales for collaboration
Top 10 Verticals Worldwide in IT Spending (Billions USD)
Source: IDC #257386, Worldwide Vertical Markets IT Spending 2014–2019 Forecast.
2. Drive more service engagements
Install
Integrate
Move on
Sell
UseCases
3. Build a predictable recurring revenue stream
• Subscription-based pricing for annual recurring revenue
• Predictable revenue with healthy profit margin
• Add managed services for additional recurring revenue
• Sell software on-premise or as-a-serviceYear 1 Year 2 Year 3 Year 4 Year 5
FYF RYF Managed Services
Leveraging the SAS MASP Program to Grow Your Business and Your Profits
Global Market for Cloud Analytics
• Over 50% of organizations considering cloud analytics
• Public cloud analytics growing faster than on-premises
• $5B MAaaS market growing at 37% per year
0% 20% 40% 60% 80% 100%
Public Cloud
On-Prem
Public vs. On-Premise Cloud Analytics Market Share
2015 2020
Source: Worldwide Business Analytics Software Forecast,, IDC, August 2016)
Leveraging the SAS MASP Program
1. Hyper-focus on a vertical and solution2. Monetize your service IP 3. Create a monthly recurring revenue stream
1. Hyper-focus on a vertical and solution area
Solve a specific business problem• in a vertical sub-
industry• for a line of business• with a specific
technology set
Prescriptive Analytics-as-Service By Vertical 2016 (Million USD)
Source: Press Releases, Investor Presentations, Expert Interviews, and Markets & Markets Analysis.
$31.3
$32.4
$41.9
$45.6
$45.7
$47.7
$48.0
$56.3
$56.8
$69.5
Travel & Hospitality
Transportation & Logistics
Media & Entertainment
Healthcare & LifeSciences
Energy & Utilities
Government
Manufacturing
Telecommunication & IT
Retail & Wholesale
Banking, Financial Services, Insurance
2. Monetize your service IP
• Review successful projects for repeatable services
• Build expertise into a solution on top of SAS
• Add new modules as you gain more expertise
Sell
3. Build your recurring revenue stream
• Flexible pricing options• Price what market will bear• Predictable profit margin• Share risk and reward
Customer Analytics
Profitability Analytics
Price Optimization
Security Reporting
Consumer Forecasting
Per month
Per client
Per service
Per truck
Per house
Per report
Leveraging the SAS Channel Programs: Tips for a Successful Journey
Tips for a Successful Journey
1. Get your bearings2. Plan your course3. Be prepared to invest
1. Get your bearings
Where are you today? • Assess your core competencies• What is your “one thing” that sets you apart?• What is holding you back?
Where do you want to go?• Set your business goals and targets• How can you leverage your core competencies?• How can you improve and expand?
Examine your profitability to
determine where you’ll
continue, stop, and start to
invest
2. Plan your course
Marketing Plan • What’s your target market? What’s your value proposition?• What marketing activities will you execute to build awareness and generate
leads?
Sales Plan• What sales team will you engage/build to execute?• What SAS sales teams will you align with for account mapping and lead passing?
Enablement Plan • What sales, technical sales, and delivery education and training will you need?• Are you prepared to sell subscription model to line-of-business decision makers?
3. Be prepared to invest
Sales• Hire dedicated business development, sales and technical resources
Marketing• Develop your value proposition; invest in lead generation and awareness
Enablement• Invest in your people; gain your certifications and specializations
Engagement• Demonstrate value and develop your relationship with SAS reps
SUMMARY: To Grow Your Business and Your Profits
• Two paths: Reseller & MASP• Create your recurring revenue streams• Builder greater differentiation and profits
April 1 – 2 | Orlando, FL
#SASPartners