What you should know when building a client-reseller relationship

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We constantly hear from our clients about a general lack of multivendor licensing knowledge across their workforce and the global market pressures that are driving their cost control initiatives. In our experience, there are some salient ways to tackle both challenges simultaneously by instigating a discussion around how an organization effectively manages key software vendors’ licensing estate(s) across its environment.

Recognize these business challenges?

If you’re involved in software management, you’ll no doubt recognize that the ability to manage software licensing models, contracts, vendors and timelines accurately and effectively can challenge even the most organized team. You may be struggling to manage the licensing complexity and reporting associated with 1) disruptive technologies — cloud, mobility, Software as a Service (SaaS) and bring your own device (BYOD), 2) agreements, 3) purchasing controls, 4) renewals, 5) compliance, 6) client-reseller relationships and 7) pricing. Moreover, all this internal team effort focused on software licensing can divert attention away from innovation and growth strategies.

In this blog series, we have already covered several licensing topics related to optimizing your licensing as you move to cloud,  licensing Microsoft cloud products, ways to optimize your software asset management (SAM) approach and how hosting service providers can offer solutions to their clients. In this blog post, we’ll focus on why you need that special client-reseller relationship and the qualities you need to pinpoint in your reselling partner.

Enormous difficulties arise when a company looks to license multitudes of software products correctly—without overpaying. Your organization faces a daunting task of trying to understand licensing complexities unless you leverage a trusted client-reseller relationship to make the most of cloud, hybrid and on-premises licensing investments. Well-managed and compliant licensing is a key route to reducing and avoiding cost overruns.

It helps to have the right reselling partner on hand to provide impartial advice on licensing best practices and the most suitable options for your business needs so you can maximize purchasing power, reduce costs by consolidating software suppliers (and contracts) and negotiate better pricing and terms. If that groundwork is done, your organization can benefit from cost-effective, well-managed software. You, in turn, can report improved control, better governance and efficient purchasing processes and mitigate the growing trends of BYOD and millennials buying software on-demand outside of defined channels.

Consider your complexity and address your needs

Think big, think global. We live in a highly complex, globalized world. No doubt your organizational structure reflects that. You may have a presence in multiple regions and countries as you scale your business and stay close to your key markets. So it makes sense that your reselling partner’s global tentacles should be just as far reaching and deep.

Your reselling partner should also demonstrate an impressive track record of strong business results with a wide array of software vendors and evolving program types, have the ability to both invoice and bill to a central location or to multiple locations, languages and currencies, as well as provide expertise in local regulatory frameworks and tax laws. In other words, you want a partner with licensing know-how at its core and global business savvy and delivery capabilities at its fingertips.

Don’t settle for second best and you’ll surely reap the rewards of that successful client-reseller partnership.


Troy Nick is the worldwide Solutioning and Enablement Lead for Software Licensing and Management Solutions at DXC Technology.

RELATED LINKS

Optimize your software licensing while moving to the cloud

Microsoft Cloud Solution Provider program vs. Microsoft Enterprise Agreement: Which fits your cloud journey better?

Where is your software asset management (SAM) journey headed in 2018?

What’s the right path to deliver Microsoft technology for your clients?

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