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