Digital Services

Creating the Perfect Recipe for Digital Services


Let me be honest: the idea of using a cooking analogy for creating a winning recipe of digital ingredients is not mine. As a model Italian, I love cooking and sometimes I find myself watching some culinary series with chef stars like Gordon Ramsey or Alessandro Borghese.

Some months ago, TIM (Telecom Italia) hired Alessandro Borghese to simulate a recipe made of digital services. The result? After a little bit of Microsoft 365, a little bit of Acronis and a little bit of connectivity the dish was ready.

Watching the program, I thought, “True! A winning dish for telcos is made by ingredients (digital services), cooking techniques (bundling and solution building) and presentation (marketplaces and sales techniques).”

Let’s explore a few common scenarios in the real world.

Scenario 1: Moving from one core asset to many products

Let’s explore another analogy: farming and digital services businesses. Let’s say you’re a farmer and have always sold apples. Hence, apples are your core asset. You’ve based your reputation on one quality product, but as new players have entered the market, revenue and margin have fallen. You need something more to keep your business going strong, so you decide to add more variety in your offering. What will be your next ingredient?

You decide to sell more types of fruit from third parties so your customers will have a large selection to choose from in your store. However, have you asked yourself before making this decision about the added value you would bring to your customers? Why should your customers buy from you if there are other more competitive market players? Will you be able to give customers information about the fruit you do not produce but resell?

Leverage knowledge management for success 

The same scenario experienced by the apple farmer holds true with telcos who decide to offer more digital services besides their core asset of connectivity. Being able to provide your customers with the information they seek requires that you invest rather heavily in knowledge management.

Knowledge management is essential for the success of your business and its importance increases as your portfolio of third-party solutions grows. Why? Variety increases volume, which increases the need for knowledge management. When you offer many services, you need to find a way to be able to provide enough information—and therefore as much value—as your customer requires.

If you’d like to consider another plan, let’s look at scenario 2.

Scenario 2: Focusing on a few high-quality products   

Adding products alone does not lead to creating a winning telco business. When creating your recipe for success, you need to consider which products you select, how you put them together and which marketplace you will use. In this scenario, you’ll make a boutique offering of only a few of the highest quality products. As a result, you can increase the price and set the margin higher.

In this case, rather than going all-in on volume, you can invest time, resources and energy in being a guru of the few products you sell. However, there are also complexities in this model to consider. For example, how do you choose the right products? What criteria do you use? You will need to rely on market experts and product experts and target a precise, digitally mature customer segment that is inclined to spend a little more for quality and support. This plan works well if your customer base is ready.

Looking for yet another option? Let’s consider scenario 3, which we will cover in detail in a subsequent blog.

Scenario 3: Ecosystem of local partners

In this scenario, you’ll create an ecosystem of local partners. Local partners are more flexible, provide the knowledge required, offer high margin, show flexibility and lead the product’s evolution, following the needs of the markets.

Turning to CloudBlue for expert guidance    

All of these plans are valid, but it can be confusing to select the right scenario and digital services for your business. The real value in a complex ecosystem is in partner orchestration within a clear idea of business solution—and that’s just one area where CloudBlue can help.

For support and to learn more about how to power what’s next for your business, read about CloudBlue, a catalog and channel management platform that supports omni-product distribution.

For more information and for any questions, please contact us at

Mike Jennett, Director of CloudBlue Platform Strategy, is an accomplished business and technology executive. With a deep focus on product development and go-to-market strategy, he plays a pivotal role driving strategic growth and market expansion. Mike’s career is characterized by his adeptness in driving technological advancements and his commitment to leading digital transformations with experience including IDC where he was VP of the Mobility and Digital Transformation IEP practices, and HP where he held numerous leadership roles. Mike’s expertise is also reflected in his published works and contributions to multiple tech publications. Mike holds a B.A. from California Polytechnic University.
Having previously to strategic product management, agile transformations, and user experience in CloudBlue, Taylor Giddens heads the Services & Solutions team where he ensures smooth delivery, operations and solution growth for our partners and customers.

The team includes technical account management, managed services, support, custom solution development, and customer enablement.

Prior to CloudBlue, his resume boasts leadership of some of the world’s largest companies during their digital transformations and marketplace launches. Taylor is a practitioner of servitude leadership when it comes to enabling his team to drive positive outcomes on the road to operational excellence.
Laurens van Alphen, a visionary entrepreneur with over 29 years of internet technology expertise, serves as Director of Technical Managed Services at CloudBlue, responsible for Operations and Delivery of CloudBlue SaaS.

As a Dutch racing champion and car enthusiast, he brings the same drive to the tech realm, steering Keenondots from a managed hosting firm to a global cloud enablement leader. Laurens is celebrated for his outcome-driven leadership, deep industry insight, and passion for balancing business innovation with client engagement.
Lincoln Lincoln is CloudBlue’s Head of Global Sales; having been with the company since November 2017. Leading CloudBlue’s global go-to-market organization, he’s responsible for driving accelerated and sustained mutual growth with CloudBlue’s customers and partners, as well as forming new customer partnerships across the Vendor and Provider ecosystem. As part of CloudBlue’s leadership team he is responsible the organisation’s revenue and continued market leadership by delivering and supporting products, services and solutions to organizations in established and new markets around the world.

Before joining CloudBlue, Lincoln was AppDirect’s Regional Director, Asia Pacific & Japan, responsible for forming, building and leading AppDirect’s business and operations across the APJ geography. He built and led AppDirect’s fastest growing and highest performing region globally within 3yrs.

Before joining AppDirect, Lincoln was EMC’s Practice Manager, Cloud Service Providers, APJ, working with the leading Service Providers to maximise their Cloud Business presence & market success. Lincoln joined EMC in 2007, and has over 20 years’ experience in the IT industry, having been based out of Singapore, Australia and the UK. Prior to EMC, he was in range of sales and channel positions at Symantec and VERITAS.

Lincoln has an Honours degree in Business Administration from Kingston University in the United Kingdom.
Brent Clooney is the Executive Director and Associate General Counsel for Ingram Micro Inc., and lead counsel for CloudBlue.

Brent is a Canadian based corporate lawyer with more than 20 years of experience as a strategic legal advisor both in private practice and as in-house counsel to large multi-national companies. Prior to joining Ingram Micro in 2008, he worked at a well-respected corporate law firm in Toronto, Canada and later served as general counsel for Toshiba Canada. During his 15-year tenure at Ingram Micro, he has held positions of increasing complexity and responsibility, and since being promoted to his current role in 2022, Brent is the legal lead for both Ingram Micro’s Canadian and global cloud businesses, as well as CloudBlue.

Brent holds a law degree (LL.B.) from Queen’s University, a Psychology degree (B.A. Honours) from Lakehead University, and has been admitted to the bar in Ontario, Canada since 2002.
Anurag serves as the Head of Product Management for CloudBlue and is responsible for product direction and driving innovation. His leadership has been marked by a keen focus on customer needs, growing the ISV ecosystem, and ensuring the continual evolution of CloudBlue’s product portfolio.

Anurag joined Ingram Micro in 2017 and has been instrumental in, positioning CloudBlue as an industry leading monetization platform for MSP’s, Telco’s and Distributors. Previously Anurag worked at Oracle and Microsoft where he managed many technology projects and programs.
As VP of Engineering of CloudBlue, Rony oversees the development and engineering efforts of the company. He is a recognized leader with more than 25 years of experience in Technology and Product.

Prior to joining CloudBlue Rony lead the R&D efforts at Tripwire acquired by Thoma Bravo, and Cedexis acquired by Citrix. Rony is a leader with extensive experience in transforming both complex technology problems into products that customers love and disjointed organizations into agile high performing teams.
Coen is a distinguished leader and entrepreneur in the realm of cloud technology. Currently serving as CEO of Keenondots and the Global Director of CloudBlue SaaS. He is passionate about driving innovation, fostering collaboration, and leading high-performing teams to achieve transformative results.

With a background as Managing Director of INTO Cloud and a pivotal role as Director of Products of KPN, he brings a wealth of experience in steering organizations through the complexities of the digital landscape.

Beyond the boardroom, Coen is a marathon enthusiast, demonstrating endurance and discipline in pursuit of both professional and personal goals.
Alyson has over twenty years of experience in demand generation, marketing automation and data management. She is responsible for leading the strategy and direction of the company’s brand, performance, and digital marketing.

Prior to CloudBlue, Alyson served as Ingram Micro’s Director of Global Business Intelligence Marketing Automation driving channel partner campaigns. Her tenure in marketing leadership at prestigious companies such as Western Digital, Ocean Institute celebrates redefining marketing campaigns and building top performing teams based on trust, experimentation, and results.

Alyson resides with her husband and three children in Orange County and is an active volunteer and donor within her children’s sports and education programs.

Darek Tasak is leading Customer Success & Value Creation for CloudBlue. In his role, he looks after CloudBlue customers globally during the entire lifecycle of our relationship: from the initial on-boarding, through in-life account management, always ensuring they build successful businesses leveraging our technology. Additionally, he is also in charge of Partnership & Alliances, as well as Pricing Management for everything we commercialize.

Before CloudBlue, Darek managed Ingram Micro’s Services division for hi-tech customers in Europe & APAC. His prior experiences include also launching and leading pan-European services business for TDSynnex, as well as strategy consulting with Boston Consulting Group (BCG).

As President of CloudBlue, Uddhav is a distinguished leader and visionary with nearly two decades of platform-building experience. He is an industry leader in digital commerce, the subscription economy, and monetization platforms.

Notably, at SAP, he spearheaded the transformation of their platform business into a multi-cloud platform-as-a-service, offering enterprise and developer-friendly subscription models. At Pure Storage, he championed the efforts to successfully disrupt the storage industry by creating revolutionary Storage-as-a-service, AIOps-as-a-service, and Disaster Recovery-as-a-service offerings with cutting-edge features and establishing a sophisticated subscription commerce infrastructure that is channel-friendly.

At CloudBlue, Uddhav guides and empowers businesses to rethink their monetization strategies by unlocking the power of digital ecosystems and marketplaces. CloudBlue provides enterprises with a mature multi-tier, multi-channel marketplace and monetization platform that enables usage-based subscription models and global delivery of Anything-as-a-Service solutions. Uddhav has played a pivotal role in shaping the future of the subscription economy through his innovative thinking and impactful contributions.

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