UNLOCKING
SUCCESS:THE MARKETPLACE SOLUTION

With organisations increasingly looking to transition
to cloud, they’re demanding ways to get far better
value and accountability from the software they
already own or intend to buy in the future.
At the heart of this sits the need for a joined-up software
solution. Businesses need help because software is bothcomplex and increasingly mission critical.
There is new thinking in the way organisations see how
software is viewed, reviewed, specified, sourced, andpurchased. Rapid business transformation, ever-changing
customer needs and the drive for immediate results means
getting the very best from an existing software estate,and, having the ability to buy, deploy and curate software
against known needs within minutes rather than days.

Software marketplaces are already playing an increasingly
important role. Customers are now looking to both leveragethe value of investments in software already made and beproactive in accelerating business outcomes and mitigatingrisk through intelligent purchasing.
Clients are currently seeking to optimise their software
infrastructure and adopting a more assertive stance inproactively managing their software assets, from how
existing vendor contracts are viewed and renewed tolicensing, renewals, and contract renegotiations.
What we are seeing are the beginnings of functional
collaboration, most frequently with SAM and Procurement
teams, as organisations are recognising the value of datadriven purchasing decisions to reduce and optimise spend.

The ascendance of marketplace adoption
One solution is the emergence and adoption of cloud-based
software marketplaces. Software marketplaces are in prime
position to help modern enterprises make sense of cloud
adoption as part of their business transformation, withsoftware sitting at the heart of day-to-day operations andproviding innovation for a business’s future.
Marketplaces enable a different approach to software
discovery, procurement, entitlement, provisioning, andgovernance. Streamlining the traditional supply chain andenabling digital transformation. It gives our customers theability to find, test, source and manage third party software,
services, and the data that they need to build solutions andrun their businesses almost instantly.

Marketplaces also play a central role in how organisations
can innovate to stay competitive and relevant bydramatically reducing the time it takes to plan, develop,and deploy applications and services to get them to market
sooner. Buyers from software marketplaces will benefit
from greater ‘eyes-on’ control and management of theirpurchases – including user permissions.
In addition, there is the reassurance that software available
to purchase in this way will most likely have been vetted
for usability, reliability, and compliance. Customers will
also have financial options available to them to help them
only consume and pay for the software they need, often in
flexible payment models that work best for their business.

Marketplaces also
play a central role in
how organisations
can innovate to staycompetitive and relevant.

Empowering you: how we can assist

The challenges are very real.
There are more vendors,
more products and lessmoney to invest.”Pete Groushko
Sales Director Technology Solutions Sales, UK

Software marketplaces compliment Computacenter’sdevelopment in software provision. Software sourcing
complexity is caused by the need for governed agility, priceassurance with compliance, yet remaining mindful of anecessity to optimise legacy investments technically andcommercially in the face of rapidly emerging technologies
that require testing and integration.

Pete Groushko, Sales Director Technology Solutions
Sales, UK states “The challenges are very real. There are
more vendors, more products and less money to invest.
Companies are struggling to find the skills to manage allof this and yet remain relevant and competitive. All theseissues are pulling organisations in different directions forthe want of a better answer.“

Our customers are looking for simplification and innovationin the way they procure software. They want to buy more
relevant software from fewer providers or places. They also
want advice as to how to migrate software, know what canbe moved and what can’t, control user access on the cloudand manage it. Importantly they’re looking to simplify andstreamline purchasing, licensing, and invoicing – which
includes a shift to subscriptions and SaaS.

Computacenter believes that software marketplaces
offer enterprise customers, both in the private and public
sectors, an ability to address large elements of thesechallenges when procuring software by offering
governed agility.

Forging resilient bonds: our robust partnerships
Computacenter’s relationship with participating
independent software vendors (ISVs) is often long-standing,with a proven go-to-market and large-scale investment
in capability and deliverables. It is a partnership thathas complimented the ISV’s offerings, through customer
proximity, commercial and technical assurance, andprofessional and managed services.
The development of the “ Consulting Partner “ private offers
within marketplaces, has allowed the embracement of
the partnerships between the channel and the ISVs. These
partnerships continue to show value to the customers.
Our customers can have all the benefits of the simplicity
and engagement of the marketplace experience, but withthe additional advantage of Computacenter’s supporting
technical and commercial knowledge.

This engagement model with AWS Google ( GCP ) andAzure also allows Computacenter the opportunity toaggregate product lines and add complimentary services
that deliver outcomes – differing from straight resell tosystem integrator and service partner whilst allowing adraw down against the customer’s committed spend. As
such, marketplaces complement Computacenter’s revised
software procurement go-to-market, which is based onbeing able to offer end-to-end strategic consultancy,
professional and managed services right across thetechnology lifecycle, with an emphasis on cost optimisation.

As such, marketplacescomplement Computacenter’s
revised software procurement
go-to-market.

Navigating tomorrow: embracing the future
Customers are looking for partners who are experts
in offering a range of licensing advisory services,
software and asset management, and technicalprofessional services. Customers need the supportof companies that can also offer managed services
including design, development, migration, integration,and configuration. There is also a demonstrablealignment between sizeable cloud adoption andincreased utilisation of marketplace usage in ourcustomer base, where Computacenter are seeing
rapid cloud expansion.

The use of marketplaces offers customers a quick,efficient platform to access the relevant software
needed to aid the accelerated transformation.
Recognising this direction of travel, Computacenter
have embraced and developed our marketplaces
capability to ensure we leverage the platform toincrease customer penetration. We also recognisethat although our customers may want to transact
via this route, they don’t always have the necessary
resources available to assure and adopt theprospective technology acquisition.

In summary
Computacenter can support customers in a governed route to procure , leveraging hyperscaler marketplaces to enableagile, controlled and managed software spend that can contribute to the draw down on a customers cloud commit.
Please contact the Computacenter Software team to discuss further: software.sales@computacenter.com

About Computacenter
Computacenter is a leading independent technology and services provider, trusted bylarge corporate and public sector organisations. We are a responsible business that
believes in winning together for our people and our planet. We help our customers
to Source, Transform and Manage their technology infrastructure to deliver digitaltransformation, enabling people and their business. Computacenter is a public company
quoted on the London FTSE 250 (CCC.L) and employs over 20,000 people worldwide.

Computacenter (UK) Ltd
Hatfield Avenue, Hatfield, Hertfordshire AL10 9TW, United Kingdom

computacenter.com+44 (0)1707 631000