Simplifying TruScale As A Service For Partners
In a business like TruScale or any other as-a-service business, there are two sales: one technical sale that we’re all very used to, then once the technical sale is closed you start with the financial conversation. What we’re going to do is simplify that second financial sale phase a little bit. We’re simplifying the TruScale as-a-service contracts for partners, simplifying the financial models by making it a lot easier to understand and to make projections. For example, you’re selling as a service and the CFO wants to look at all the different scenarios: ‘What if my usage is zero? What if my usage is 100 percent or 75 percent?’ We’re just going to make all those scenarios easier to navigate.
TruScale has been very successful in Latin America; it’s the region with the most customers at the moment. It will continue to grow. I think it’s really a good fit for service providers and systems integrators. We need to make it more palatable to the channel partner and also make it more attractive for the partners. All the projects we have closed in Latin America had very active participation from at least one channel partner in every case. So we’re going to use those experiences to integrate the channel partner in some of the TruScale projects in other geographies.