As we all know, SaaS based ERP solutions offer the opportunity for Automation, Transformation and the chance to more readily keep pace with the continual change taking place all around us. These solutions are designed to offer organisations the most dynamic platform which they can build upon to succeed.
However, not every organisation is ready to embark on this journey to the Cloud or adopt a standardised platform. Others who have made the move to the Cloud often continue to rely on additional systems and processes to ensure they deliver a solution that fully meets their business needs. No organisation is identical and, as a result, many organisations see the Cloud as a component part of their future strategy or are adopting a multi cloud strategy.
For the most part, change happens slowly, especially when it comes to the adoption of new technology. Thus, most organisations will move gradually to the Cloud, investing in solutions that support this journey. However, in order for this evolution to be successful, it’s crucial that benefits and returns are felt in the short term with rapid ROI whilst ensuring the project supports the broader cloud strategy.
Consequently, it’s clear to me that this need for short term ROI means that the role of the ERP vendor and Systems Integrator is changing. Nowadays, in order to deliver value to the end client, vendors and SIs must also take on the role of service provider. Here’s why.
Modern ERP solutions are increasingly efficient, fulfilling near 80% of market requirements. But, as we know, clients demand as close to 100% as possible and, in a competitive market, they’re within their rights to do so. Therefore, additional services and products must make up this shortfall. Organisations can look to the market to fill the gap, but a growing number of vendors and SIs are seeking out strategic partners who can provide additional value for their clients.
IN PARTNERSHIP, THEY CAN OFFER CLOSE TO 100%. AT CLOUDTRADE, WE BELIEVE IN THIS APPROACH
What partnerships mean to CloudTrade
Having spent 20 years working within the Technology sector, predominately within the ERP and Purchase to Pay arena, I understand the importance of delivering value to clients. I also understand that clients rely on their chosen partner to advise on the best use of technology.
Even in my short time behind the desk at CloudTrade, it’s become clear to me why our partners have enjoyed such a lot of success. Our solution provides them with recurring revenue streams but, more importantly, it makes their service more valuable. Our solution works alongside our partner’s technology, providing a more rounded service for their clients.
I can roughly split our partnerships into four categories:
- Partners that are closely aligned to a single software solution.
- Partners that focus on vertical markets or on a specific element, for example, supply chain or P2P.
- Partners that can, either, white label our solution or develop their own IP.
- Partners who work with us to deliver a service that adds value to their existing core business service.
Clearly, there is no ‘typical’ CloudTrade relationship, but it’s easy to see how each of our different partners gain value from our relationship. Furthermore, the different types of partnership exemplify the flexibility of the CloudTrade service. This means that the product and the partnership can be moulded to suit any individual needs.
Why partner with CloudTrade
I’m learning quickly why our existing partnerships are so successful and why I believe that the potential for our partners is so great. It’s simple – as with all great partnerships, both sides have something to offer. The partners are complementary.
Whilst vendors and SIs have the expertise required to deliver the ERP solution, CloudTrade has the patented product and deep expertise needed to deliver automated data capture for use in a variety of areas, such as AP. Together, side by side, we deliver value to clients.
END CLIENTS NOW DEMAND THE EASE OF DEALING WITH A SINGLE PARTNER TO DELIVER AS CLOSE TO 100% OF THE SOLUTION AS POSSIBLE.
Ultimately, the right partnerships deliver benefits to all of us and I’m looking forward to working on firming up our existing alliances and developing new partnerships as the year continues. I hope to see you all along the way.
CloudTrade, EMEA Alliance Director