"We engaged AIM International to build the Microsoft Cross-Border program. Utilizing its extensive international expansion and channel development experience, AIM has developed outstanding content that enables ISVs to assess their international expansion readiness and guides them with insights and best practices.” -Brett Shoemaker, Director, ISV Go-To-Market Services, Microsoft. Read more...

Packaging Your Own IP

for monetizing your company's accumulated expertise and differentiating in the market.



Adapting Your Business Model to the Cloud


Cloud computing brings immense benefits to customers by shifting the burden and risk of building, operating and owning the data center to cloud services providers and effectively turning IT into a pay-per-use utility. However, when IT becomes a utility, technology reselling partners are financially impacted by an ever improving self-service model, subscription pricing and the need to differentiate when their competitors are effectively offering the same utility.


AIM International assists Value Added Reseller (VAR) and Systems Integration (SI) partners to identify, package, price and market the IP they already have as a result of numerous past customer projects. This allows partners to differentiate and regain lost revenue with new higher value services that are tied to their unique IP.



Why Package Your Own IP?:


Firstly, your IP, when packaged as a sellable product, is a point of differentiation in the market that no-one can take away. Unlike third party vendors’ products and services, your company owns its IP and there ought to be nothing identical offered by others. Its value to customers should be measurable and help your company be positioned more strategically with them.


Secondly, your company has control over its IP. Control over who sells it, delivers it, how its priced, how it evolves and you are not at the mercy of other vendors to make those decisions for you.


Thirdly, it can be a source of additional services and products sales. If your IP is an assessment that recommends actions that involve the purchase of software, hardware and services, then these should all come from you. If your IP is a methodology to, say, implement a solution, then the solution should be available from you. If your IP is software, then there ought to be professional services involved to implement it.


Even if your entire portfolio of software, hardware and third party product support moves to the cloud as an online service by their original manufacturers and is priced as a utility, your IP will stay with you as a source of revenue and differentiation. It can sustain your company throughout technology disruptions. In fact, it may be the only thing to sustain your company throughout disruptions.


IP Packaging Services:



1. IP Packaging Assessment


This assessment covers the key areas relating to identification and packaging of IP by addressing questions relating to your business, past projects, inherent expertise and target customers. The results of the assessment are set of recommendations that highlight where the business case for packaging is strong.


2. IP Packaging Workshop


This one day workshop brings together key people from within your organization to identify and build a roadmap for packaging the company's IP. The workshop covers the following areas:


1: Dealing with the cloud’s disruption to your business model


2: Identifying your company expertise for packaging IP


3: Identifying your IP assets


4: Establishing the business case for packaging your IP


5: Defining customer scenarios for your packaged IP


6: Packaging your IP assets


7: Pricing your IP assets 


3. IP Packaging Consulting


Our consulting services follow the roadmap arising from the IP packaging workshop to work directly with your product marketing, marketing and sales teams to bring the packaged IP to market rapidly so that its can be monetized and provide a competitive differentiator for your company in the market. 


White Paper: Packaging Your Own IP for Differentiation


This white paper looks at the cloud from the partners’ business model perspective and outlines how partners can differentiate and regain some of the lost revenue by packaging the intellectual property (IP) they may already have as a result of past projects completed for customers.


Download White Paper


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