Our Team at KCM Solutions are experts in working with you, the Business Solutions Reseller. We specialize in helping you sell more IBM Business Analytics software and IBM implementation services. Over the past 8 years, our team of SMEs and Architects have helped Distributors and Resellers sell more than a combined $150 million in software and service revenue worldwide and have successfully led more than 500 implementations and deployments.
As a Business Solutions provider and software reseller, you need to effectively understand your clients’ issues in order to help them bridge these problems and jump start their success.
We understand that business analytics clients are facing some grim realities.
The Grim Facts
Business is volume-based
Competition is fierce
Margins are shrinking
They are mere vendors to clients
They’re not trusted business/technology counselors
Being just a commodity provider is inadequate
Market demands further differentiation
Are live with existing IT/operational systems
These systems generate huge data volumes
Data largely go unharvested/unanalyzed
Clients can’t derive insights into business
Are willing to spend money on analytics
But don’t know how to begin process
Why are these issues so prevalent in SaaS and business analytics providers? From our experience it is caused by an inherently problematic approach to marketing and client support.
Common Problematic Solutions
A problem that we see often with Resellers and/or Distributors is that they hire a bunch of software sales reps and support them by a single technical person (if any) and expect them to sell. Or they go the other route and hire a pure architect or technical expect and expect them to sell. From our experience, this is a failed model.
How We Do it
At KCM Solutions, we have combined both skills in each and every SME we bring on board to our team and we will bring this experience to your organization. We have extensive experience on both fronts (sales and technical) speaking to our effectiveness as CaaS partners. We articulate effectively to the customer the value and ROI of IBM Analytics software and/or a particular service need. We are then able to conduct the implementation ourselves. Our SMEs are all current or previous technical Sr. Architect & Architect level consultants with extensive sales experience selling Software and Implementation services – we figured out how to marry the two specialties.
We are great at integrating our team with your sales force. We realized early on that by letting you focus on your core competency, while we focus on our own, we could achieve higher success and higher sales for both of our respective organizations.
Find out how KCM Solutions will improve your business!
Our dedicated team of professionals would love to speak with you.