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SURE! Blog

Identification and successful mitigation of challenges in Partner Management: An IaaS Scenario

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Mar, 2014


In the context of IaaS or data center (Cloud computing/ cloud billing), Partners play an important role of business process. Be it as a technology partner who is enabling the service provider by providing technology support or a sales partner who sells the products to the end customers. No matter what kind of a partner one is, he is an important part of the value chain of a company and should be rewarded according to his contribution.

Companies see to it that their partners get their benefit in terms of commissions, which are also called revenue sharing. Some of the examples of these partners are virtualization platforms, resellers, vendors, payment gateways, sales personnel to name a few. This business model of passing on the benefit to its partners can actually improve the presence of a company in the market, without actually spending directly towards the same. A strong market presence in the market using partners can be helpful for better market penetration, new product introduction, increasing the markets into new segments, reduce the efforts required to build a system, handle payments etc.

Partnership model of business, however has few challenges to address from a business process point of view. Partner agreements are different from one another as the agreements are made on the basis of each partner’s role in the business process. Hence the revenue settlement cannot be done on the basis of a single agreement. Companies without billing systems generally take care of the revenue settlement manually in a tedious process and this leads to reduction in revenue and increase in expenditure.

Billing systems like SURE! come with a revenue settlement module as revenue settlement is treated as an important part of revenue management. These systems come integrated with payment gateway and a FAS(Financial Accounting System). So once the receivables are received, the billing system will automatically credit the respective amount of money in the partners account in your accounting system based on the pre-defined settlement rule.

By : Satish Garikipati

Satish Garikipati is a consultant with SURE! (a Magnaquest product). SURE! is an internationally acclaimed player in comprehensive end-to-end Subscription Business Solutions for PayTV, Broadband and Cloud Computing businesses – through deployment of Metered Billing, CRM, Service Fulfillment, Value-Added Services, and Managed Services.

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