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Unleashing the Revenue Multiplier: A New Era for Enterprise Software and Professional Services

27 Feb 2024
2 minute read

The Revenue Multiplier Effect

In the rapidly evolving world of enterprise software, a seismic shift is underway, one that promises to redefine the landscape of partnerships, the value of transactional marketplaces, not to mention revenue growth opportunities.

At the heart of this transformation is the concept of the revenue multiplier effect, a phenomenon that, while not entirely new, is stimulating interest and gaining traction in enterprise software organizations and their services partners.

The revenue multiplier effect, as illustrated by recent collaborations between Canalys and Amazon Web Services (AWS), demonstrates that for every dollar spent on AWS cloud services, there is a $6.40 revenue opportunity for partners. When applied to AWS's approximate $100 billion in annual revenue, this translates into an astonishing $600+ billion in potential partner revenue. This staggering figure is not just a testament to the success of AWS but also highlights a significant, largely untapped opportunity for AWS, together with its services partners.

Amazon's marketplace model, well-known for its consumer retail success, is being replicated in the B2B sphere by AWS, offering 3rd party software products, data, and professional services that present an unparalleled growth opportunities for all parties.

Importantly, this model does not have to be limited to the powerhouse that is AWS. Enterprise software organizations stand on the brink of harnessing similar revenue-generating mechanisms.

The Transactional Marketplace Opportunity For Enterprise Software

To be clear, we’re talking about consulting and professional services flowing through marketplace platform experiences.

Easily the hardest part of the partnerships ecosystem to capture, control and monetize, enterprise consulting and professional services represent the next big strategic opportunity for enterprise software organizations (well above and beyond current tactics).

Key areas of opportunity for enterprise software vendors include:

💼 Enhancing customer retention and net contribution

📊 Fueling customer growth and net contribution

🔍 Advancing product intelligence/development for net contributions

🌟 Innovating new marketplace solutions and, you guessed it, net contributions

Let's cover this once and for all: the revenue multiplier effect suggests that for every $1 in enterprise software spending, there is a $5 to $10 economic opportunity for partners. This is not just a call to action, it's an invitation to innovate and profit in ways previously unimagined.

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A Model To See Eye-Watering Multiples

Supporting this assertion, I developed a scenario model to explore the revenue opportunities for enterprise software organizations and their services partners when consulting and professional services flow through a transactional marketplace capability.

Snapshot of revenue multiplier model (via MeasureMatch)

For instance, the economic impact of partnering with Microsoft indicates that for every $1 spent on Microsoft software, service-led partners make nearly $8, and software-led partners make $10+ (Sep 2022). Given Microsoft's $200+ billion revenue in 2023, the implications for partners are profound.

This scenario model, grounded in filters to enable both conservative and comprensive views, underscores the vast potential awaiting those ready to engage with and capitalize on transactional marketplace capabilities. It's a clarion call for enterprise software vendors and consulting and professional services organizations to rethink their strategies, embrace the marketplace model, and unlock the full potential of the revenue multiplier effect.

As we stand on the cusp of this new era, the question for enterprise software organizations and their partners is not if they should engage with these opportunities, but how quickly they can adapt and thrive within this evolving ecosystem.

The revenue multiplier effect is not just a fleeting trend, it's the blueprint for the future of enterprise software and services, promising unprecedented growth, innovation, and profitability for those ready to seize it.

Let's explore these opportunities together. Your thoughts, questions, and ideas are welcomed and encouraged.

James Sandoval
Founder & CEO

James Sandoval, MeasureMatch Founder & CEO

Founder & CEO of MeasureMatch

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