Packaging Your IP for Differentiation, Part 5: Defining customer scenarios for your packaged IP
Cloud computing brings immense benefits to customers by shifting the burden and risk of building, operating and owning the data center to cloud services providers and effectively turning IT into a pay-per-use utility. However, when IT becomes a utility, technology reselling partners are financially impacted by an ever improving self-service model, subscription pricing and the need to differentiate when their competitors are effectively offering the same utility. In this seven part series we look at how partners can package their own intellectual property (IP) assets to effectively differentiate and regain revenue lost to the cloud model.
- Part 1: Dealing with the cloud's disruption to the partner business model
- Part 2: Identifying your company expertise for packaging IP
- Part 3: Identifying your IP assets
- Part 4: Establishing the business case for packaging your IP
- Part 5: Defining customer scenarios for your packaged IP
- Part 6: Packaging your IP assets
- Part 7: Pricing your IP assets
In parts 1-4 we looked at how to identify the IP assets your company has that can be productized. Here, we look at packaging that IP. To be able to effectively sell the product, it has to address the needs of the target audience. The following questions will assist in developing specific customer scenarios for your product.
Customer Scenarios:
About the customer:
- What is the customer's vertical industry? - More specificity is better.
-
What is the customer's core business? ...
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