Investigate the implications of shifting to Software as a Service (SAAS) for a company focused on the role of a value-added reseller (VAR).

The Project

The Project

The last years we have experienced, next to an increased investment in the chosen domains in the market, a strong shift to Software as a Service (SAAS). We are learning what the implications are of this shift, but would like a verification of the strategy we have chosen. As this shift has major implications on our revenue model, legal positioning in the value chain, possible added value we can provide, expected organizational consequences, we would like a unbiased view on what the implications of the shift to SAAS are for a Business Unit currently focused on the role of a value-added reseller (VAR).

We would like to ask a multidisciplinary project group to investigate and answer the following two questions:

  1. What is this impact of the shift to SAAS for a VAR of software?
  2. How can a VAR benefit from the Shift to SAAS, taking all aspects mentioned above into account?

This leads to the following sub questions:

  • What is the impact on the existing business model for a VAR, being part of a distribution channel?
  • What is the legal impact of the move from on premise to SAAS for a VAR?
  • What is the impact on the go to market strategy of a VAR?
  • What is the organizational impact of the shift to SAAS for a Value Added Reseller?
  • What is the impact on the people working at the VAR (competences, skills and knowledge)?

This is a true multidisciplinary question, as go to market, finance, legal, organization including processes and systems, as well as skills and knowledge are key to benefit from this shift. As such we think it is both a challenging and fun project to work on as it focusses on a domain which is all around us, the cloud!


In this project, the focus is on “discovering something new”

The Client

The Client

Founded in Japan in 1937, Canon is a leading technology company committed to helping people push the boundaries of the possibilities of images. Canon has more than 182,000 employees in marketing and manufacturing facilities in Japan, the Americas, Europe, Asia and Oceania. Kyosei, Canon’s corporate philosophy, is at the heart of the brand, business and sponsorship activities. Kyosei is a Japanese word that means to live and work together for the common good. This principle is supported by all Canon employees. This shapes Canon’s mission, values and business practices and how the company treats its employees.

Solutions Business

Based on this mission Canon has made a strategic choice to grow in the Solutions business. Although Canon is known for it’s hardware based solutions for, for example, photography, printing scanning and X-ray scanners, the last 10-15 years we have put a strong focus on the growth of business related to the sales of software and the delivery of value added services on top of these solutions.

Canon Benelux, as a front runner within Canon EMEA, has successfully implemented this model, also known as a value-added reseller model. A value-added reseller is a firm that enhances the value of third-party products by adding customized products or services for resale to end-users. Our solutions are focused on the following three domains:

  • Capture: the interpretation of incoming documents and messages for companies and the connection to various systems used within these companies.
  • Process: The management and processing of these files, documents and messages throughout these companies, with solutions focused on workflow, archiving and process automation.
  • Communicate: The translation of transactional data from within the companies systems to communications.

Canon Benelux has, next to the regular organization, a separate Business Unit consisting of five different competence centres / companies with in total about 200 employees that are fully focused on these activities.

These five companies all embrace the above domains, where specializations and different technology partnerships apply. Amongst these technology partners are vendors like IBM, Kofax, Mendix, OpenText and Quadient. Services delivered range from business analysis, functional and technical consultancy, custom development and support with managed services.

Formal Client

This client provides guidance and supports the team with feedback, but is not actively involved in project execution.