Archive for June, 2010

Cloudforce Tour: Collaboration Innovation Outpaces Partner Business Practices

Beth Vanni – Director, Market Intelligence

Salesforce.com’s Chatter Goes G.A. and challenges solution providers’ own collaboration insights and habits

I am wowed again.  Each time I see a demo of the new Salesforce.com’s Chatter platform my imagination is ignited around how totally interconnected and truly collaborative a work team can be.  Now the much-anticipated collaboration extension to the cloud leader’s platform is actually ready to deploy.  In fact, supposedly 7,000 (or 10%) of Salesforce’s customers have already activated it and are playing around.

As I sat at the Cloudforce 2010 event today, I heard a wide variety of industry leaders like BMC, Computer Associates, Google, Accenture, Deloitte and Informatica talk about how they’re building innovative new applications and services practices based on this “social media goes corporate” SaaS technology.  In that moment, I was struck by what seems to be a dramatic chasm.  The chasm I’m referring to is the delta between the sophisticated business process and application collaboration driven by Chatter and the relatively immature collaboration sophistication of the average solution provider which Salesforce.com will need to take this solution to market long-term. (more…)

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June 24, 2010 at 12:34 am Leave a comment

Services Growth Strategies – partner and services types

Beth Vanni – Director, Market Intelligence

In our Q2 Study focused on, “Engaging the Services Partner,” we discovered a high correlation between those partner types that are most mature and those that are expected to grow the most in 2010.

In this research, we first assessed which partner segments vendors are actively engaging with and which they feel have been most successful with to date. Although global SI’s were deemed to be the most mature partner segment for most vendors, they were ranked as the second most successful historically. Conversely, regional SI’s were ranked as the second most mature partner segment but were ranked as the partner segment with the most historic success. (To get the actual percentages, download the study here.) Both groups have been core to offering industry-specific professional and managed services, and many vendors have had long-standing channel programs acknowledging the value of sales influencers and services-delivery partners. (more…)

June 18, 2010 at 12:33 am Leave a comment

Services Engagement

If vendors really want competent, self-sufficient channel partners focused on high-value services, their engagement models have to shift

Beth Vanni, Director, Market Intelligence, Amazon Consulting

According to the Amazon Consulting 2010 State of Partnering Study, half of the vendor community’s top enablement priorities for 2010 relate to improving solution providers’ service delivery capabilities.

In the survey, which represented 55 vendors globally, we defined “services” as professional billable services, managed services and/or technical support services. In last year’s study (2009), creating a formal MSP partner program was a top priority for many vendors. Many of those MSP programs are now in place, and infrastructure providers of all types are being courted to join vendor programs aimed at MSPs, hosters and service providers. However, when we asked both last year and this year about the types of engagement models vendors plan to use to deliver services with or through their solution providers, we were surprised at their top priorities. (more…)

June 11, 2010 at 11:40 pm Leave a comment

Critical Success Factors for Engaging the Cloud Providers

Cloud delivery models are accelerating the services-level sophistication of many solution providers, forcing them to reevaluate their financial model and services practice structure.

Beth Vanni – Director, Market Intelligence

Whether cloud vendors deliver technology directly to users (like a Microsoft Business Productivity Office Suite license or Salesforce.com’s SFA) or to solution providers as a cloud enabling technology (Oracle, VMware), some critical success factors that apply. There are some tried-and-true methods for supporting these emerging solution providers, but some tactics will be more important than in the past. (more…)

June 3, 2010 at 10:28 pm Leave a comment


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