RAY • ALLEN, INC.
Optimizing Asset Management in the Subscription Economy

The networking industry is breaking out of the legacy hardware labyrinth to adopt a virtual and robust computing model led by SDN and NFV. In line with these trends, Cisco is transitioning into a software company to make the most of the subscription economy. Amid these fundamental shifts, Cisco’s value-added reselling partners (VARs) are caught between legacy black boxes (running on a capex model) and cutting-edge software solutions (based on subscriptions). As a result, they find it daunting to streamline IT asset management (ITAM) throughout the asset lifecycle and optimize the spend for themselves and their clients. They find themselves in new waters where they need to think both as a software reseller and system integrator. This at a time when they are expected to deliver greater value in the form of enhanced value-added software services so that the customer keeps coming back to them.

Helping the VARs thrive in the subscription economy is RAY • ALLEN, INC. (RAI). “We enable our technology partners (Cisco and their VAR) to solve their clients’ problems by managing their assets and contracts,” says John Turnbull, EVP of RAI. “Unlike other ITAM service providers who offer either tools, consulting, or custom care-type solutions, RAI provides a comprehensive package that encompasses asset management experts, smart processes, and an intuitive toolset.”

Realizing the fundamental shift in the networking industry where software will be the dominant force, RAI brought strategic changes in its portfolio to be fully prepared to tackle the new challenges. The issue was to help VARs address their clients’ ITAM problems while migrating to new technologies to align with the new hybrid networks. To support both data management related to subscriptions, as well as the various data sets associated with hybrid networking, RAI developed a next-generation platform called Asset Lifecycle Management and Insights (ALMi). This platform drives ITAM automation, efficiency, and optimization while allowing VARs to manage and migrate assets to the new networking model, thus enabling the end customers to optimize their digital transformation journey.

This new platform gives clients the ability to integrate with other data systems, pull and govern data, and synchronize information across the systems of their stakeholders (VAR and their customers) in order to have a singular view of their available assets.

We enable our technology partners (Cisco and their VAR) to remove their clients' problems by managing their assets and contracts

With the ongoing technology disruption such as IoT and others, RAI’s platform can quickly integrate with these new technologies to capture new data sets. The company is investing heavily in developing new technologies and training its employees to meet the market expectations. As the IT industry is recognizing the need for a global standard to ensure asset data transparency, RAI has become part of the International Standards Organization (ISO), a standards group, to aid in defining the management systems and data standards of ITAM in the future.

In addition, RAI helps VARs stand out in the Cisco Experience Specialization program and generate the most gains. Rick Shepherd, RAI’s EVP of Strategy and Innovation explains, “Cisco has introduced a new Customer Experience (CX) program to help its VARs step up their capabilities in selling new SDN technologies and supporting software subscription business models of their end customers.” RAI works closely with VARs to integrate the ALMi portfolio into their CX programs, in turn accelerating the VARs’ transformation, enhancing their software asset management programs, and increasing their associated recurring revenue. The combined CX and ALMi solution enables VARs to tap into market growth opportunities, identify their differentiating factors, and improve their time to market.

With its visionary approach, RAI continues to expand its ALMi portfolio to support the growing number of new IT/OT technologies and develop robust integration (API) capabilities to drive ITAM automation for the new SDN/ subscription economy.