Better beginnings and bolstered basics: Taking OEMs and ISVs to market with value.
Back in October, Brian Stack our EMEA Data Center Innovation Leader spent some time talking to Jon Collins of The Register about the options available to OEMs and ISVs looking for the perfect hardware for their software or platform. However, it’s clearly an area that is as much about knowledge, timing and self-awareness as it is appliances and Brian and Jon brought much to the table on the value of long-term thinking.
Make a plan, then bring in expertise
Both OEMs and ISVs are experts in their fields. Many theorise that the wealth of skills and knowledge within their organisations is enough to take their software or platform to market effectively, but the reality of this can be quite different, as they encounter new regulatory, compliance and scalability issues. Brian and Jon identified that in this respect, OEMs and ISVs aren’t that dissimilar – there is still the need to understand their core IP and how do they want it delivered? What is the user experience to be?
This is different for every business – some plough on and then discover a need to course correct, but Brian’s advice is to bring in an independent consultation early. “Avnet Solution Managers ask the right questions, challenge through experience and can save a lot of time and money,” he explains. “It’s an approach that challenges the customer. Cloud? Public cloud? Private Cloud? Or does the market they are entering not allow the cloud? Do they need something with an on-premise appliance or solution?”
Choose a partner who helps you to comply, scale up and enter new markets
Traditional OEMs who ‘do it all’ have found themselves in a new competitive landscape, with customer expectations at a new high. Many are looking at ways to find a competitive edge with their new applications or reduce costs on supporting hardware and logistics. In short, they’re working on maximising the return from the basics. New ISV or software companies, however, are looking to deliver that ’out of the box’ customer experience. They’re focused on their software and have a gap. In either circumstance, Avnet Integrated has experience and expertise in effective design and can also install the right hardware solution for that goal – whether it’s in the cloud, on premises or a mix of both – creating value and therefore money.
These savings (in both time and money) are invaluable when you are looking to growing the business and finding new opportunities. “Expert support allows you to focus on the market, get more competitive and add more value to your IP”
Don’t assume ‘cloud everything’
If you have a pure software solution, then cloud may well be the answer, but for around 80% of Avnet Integrated customers a full cloud solution simply wasn’t possible – either through regulatory issues where the data needed to be on premises (such as in hospitals) or it was just too difficult to support that solution through the cloud.
Prepare to embrace mindset change
While getting to market may be the laser focus, Brian is clear for the need to think at scale and take a global perspective. With all the new levels of complexity that this brings. “Have you thought about getting your product through customs into difficult areas? What about regulatory issues of entering into a new market? Have you considered end of life? Who is going to manufacture? Or do your integration?” Brian challenges. “These are not exciting questions when you’re designing a new solution or a next generation product, but they are crucial to the end user experience.” On this journey it’s important to understand what is necessary to get your product around the world and support it, even if that’s not the immediate goal.
Grab a coffee and watch Brian and Jon talk in more detail, share case studies and challenges, opportunities and lessons to be learnt when designing a next-generation iteration or bringing a new product to market.
To find out more about Avnet Direct Connect, integration, design and logistics and how we can add value, contact us.