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How to Achieve Offering Maturity Level 4: Solution Packages


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Mainstream customers will test a disruptive offering in Proof of Concepts (PoCs) and pilot implementations before they roll it out across their organization. To lower adoption barriers and realize economies of scale for these customers the Disruptor must build Solution Packages combining pre-customized own and 3rd party products and services.



For this Solution Packages must provide the following features:


Integration

The package's components must seamlessly cooperate, ensuring they not only work together harmoniously but also enhance each other's functionalities.


Customization

Solution Packages must be tailored to meet individual customer requirements and to adapt to various use cases.


Value Proposition

Solution Packages must offer a more cost-effective or efficient solution at lower risk compared to acquiring individual components separately.


Ease of Deployment

They must be engineered for relatively simple implementation, reducing complexity and the time required for setup.


Scalability

The package must be able to be expanded or adjusted to meet larger or more intricate demands as a customers’ needs develop.


Support and Maintenance

It must include provisions for assistance, upgrades, and upkeep to ensure its continual effectiveness and reliability.


Documentation and Training

The package must contain resources to aid users in effectively incorporating and utilizing the solution.


Deliverable Specification

The package must clearly state what the customer will obtain, encompassing particular products, services, features, or outcomes


Value Delivery

It must describe the benefits and results the customer can anticipate from employing the solution package, and


Target market focus

The package must target specific industries, sectors, or customer segments that share common needs or challenges.


A Win-Win-Win Situation

Solution Packages meeting the above requirements will drive down costs for customers improving the business case for deploying them, provide the basis for sell-to, sell-through, and sell-with with partners, and protect the margins of all contributors to the package. As such they provide a win-win-win to all involved parties and establish a flywheel for the disruptor.


What great looks like: AWS Marketplace

AWS solutions are developed by skilled IT professionals, address specific business needs across a broad spectrum, encompassing website builders, data analytics platforms, and robust security firewalls.


Launched in 2012 by today the AWS Marketplace extends far beyond mere pre-built tools. It fosters a collaborative environment where businesses can connect with experienced consultants and service providers to guide them through their cloud journey.


Every solution on the marketplace undergoes a rigorous vetting process by Amazon, ensuring compliance with stringent quality and security standards.


The benefits of utilizing the AWS Marketplace are:

  • Accelerated Time to Market: Pre-built solutions eliminate the need for time-consuming development from scratch, allowing customers to realize value faster.

  • Enhanced Security and Reduced Risk: Rigorous vetting processes guarantee the quality and security of solutions, minimizing the risk associated with deploying untested software.

  • Cost-Effective Implementation: Many solutions offer flexible pay-as-you-go models, ensuring customers only pay for what they utilize.

  • Extensive Customization: Solutions can be adapted to virtually any need, from niche applications to industry-specific tools.

  • Expert Guidance: Customers have access to insightful consultations and support services to seamlessly implement and manage their chosen solutions.


While the exact percentage of business running over the AWS Solutions Marketplace is not publicly disclosed by Amazon, several indicators demonstrate its significant and growing impact:

  • 1. Customer Adoption:

    • As of 2023, over 330,000 active AWS customers were subscribed to software and services from the Marketplace, showcasing its widespread adoption.

    • Forrester research suggests that 58% of AWS users leverage Marketplace solutions, emphasizing its integration into business cloud strategies.

  • 2. Marketplace Growth:

  • Amazon reported billions of dollars in products and services sold through the Marketplace in 2022, highlighting its substantial contribution to AWS revenue.

  • The platform boasts over 12,000 listings from 2,000 sellers, offering a diverse and ever-expanding ecosystem.

  • 3. Industry Recognition:

  • CRN reports that the Marketplace saw a rapid rise in customer subscriptions, citing its convenience, cost-effectiveness, and access to reliable solutions.

  • Analysts acknowledge its influence on transforming the B2B software market by simplifying procurement and deployment of cloud solutions.

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