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Packaging Your IP for Differentiation, Part 6: Packaging your IP assets

by Paul Solski
Founder, AIM International, AIM International
June 23 2014

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.

In part 5, we looked at the importance of selecting the right feature set for the target audience by customer scenario. Here, we look at how to approach packaging your IP to various audiences.

Depending on the form of product your IP will take, there are different considerations for its packaging. Below are considerations for three forms.

Software as your IP

Your IP may come from software your company has written for clients that was needed to fill a gap ...

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About Paul Solski

Paul Solski ( is the Managing Director of AIM International, a management consulting firm specializing in assisting software companies to enter and grow in new markets. Mr. Solski has over 25 years' experience in international business development having held executive positions at Microsoft, HP, Intel, and Compaq.

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