How Channel Partners Can Help Customers Achieve Digital Transformation


Robert M Staples_BiZZdesignYour customers are likely focused on upgrading systems to improve the experience for their customers. However, let’s face it, transforming a business while providing uninterrupted service is a big challenge. From a customer perspective, they need to keep the lights on, the bills paid — and drive innovation at the same time.

By Robert Staples Molina, Global Channel Director at BiZZdesign.

Enter the channel. Digital transformation has created an immense opportunity for providers able to help customers accomplish their goals and demonstrate value along the way. To capture that business, discover where your customers want to go, spec out what they need to get there, then then help them merge their business capabilities with their business goals.

We typically help our customers navigate the digital transformation by first measuring their current capabilities. Seems basic, but it’s important to have a clear view into their ability to achieve successful business change.

Especially in highly regulated industries, where the need to ensure compliance and mitigate risk is paramount, optimizing capital allocation across change initiatives is also incredibly important.

Since software is the lifeblood of any business today, early on we take stock of a customer’s software assets. This involves putting everything under a microscope to see what’s working, and what isn’t. Are their current applications scalable for more fast-paced, higher-volume environments? Do they passsecurity and digital muster? Is there a better, less expensive option?

These are questions we answer through analytics and a careful three-step process.

Step 1: Set a Benchmark

Metrics-based analytics provide a clear view into the complexities and business value of application portfolios. Analysis also allows you to see what problems you may run up against and provide clues on how to drive transformation in the smartest way. One example we frequently come across is that companies have application portfolio-management initiatives to keep a running inventory of their software applications, users, and update schedules — but they fail to capture data about the application’s risk of failure, upgrade difficulties, or recommended maintenance efforts.

Getting a true performance baseline will really guide the transformation process and allow you to create a digital road map for your customer. That road map should include goals, deadlines and processes to digitize various parts of a customer’s business according to priority. Measuring against this road map will keep your team on track, and it provides transparency by showing exactly what the client needs and where resources are being allocated.

Step 2: Understand and Communicate Technical Debt

We’ve all seen customers unintentionally accrue significant technical debt. From an application perspective, it may come from building custom software, or debt could refer to the effort needed to fix issues with legacy apps, erroneous code or poor integration.

Some technical debt can have a huge impact on business performance; other times it can be relatively harmless. When you measure technical debt, you’re looking for structural quality issues that will put the organization at risk. Those metrics will also aid in assessing current cost contributors.

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Filed in: CAST Highlight
Michael Muller
Michael Muller Product Owner Cloud-Based Software Analytics & Benchmarking at CAST
Michael Muller is a 15-year veteran in the software quality and measurement space. His areas of expertise include code quality, technical debt assessment, software quality remediation strategy, and application portfolio management. Michael manages the Appmarq product and benchmark database and is part of the CAST Research Labs analysis team that generates the industry-renowned CRASH reports.
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