Posts tagged ‘Dreamforce’

ISVs Still the Strategic Channel Segment at

Strong Growth and Enhanced Toolset for SaaS Developers Announced

Beth Vanni  –  Vice President, Amazon Consulting  

When Denzil Samuels,’s new Channel Chief, asked how many people in the partner keynote session of last week’s Dreamforce event were developing applications using the company’s platform, about 75% of the audience’s hands shot up.   This response reflects the very development-centric make-up of the SaaS leader’s current channel ecosystem.  And, with stats like 97% growth of software OEM partners, 90% increase in ISV revenues and 210% increase in the number of ISV orders, it’s hard to argue this ongoing developer focus. (more…)


September 7, 2011 at 2:57 pm Leave a comment

Gone are the Days of the Generalist Partner – Even in the Cloud Gets Serious about Partner Certification

Beth Vanni – Vice President, Amazon Consulting

When you’re moving fast, sometimes you miss the obvious. The meteoric growth and rapid market support for’s leading SaaS solutions are a great example.  The company’s rise within 10 years to a $2+ billion dollar organization has allowed them to cut some corners on how they’ve supported and engaged consulting partners.   But, at this year’s Dreamforce conference, we saw a renewed commitment and sense of urgency around helping partners (mostly of the consulting variety) develop one of the most basic value-based attributes — well defined technical and sales competency, in the form of certifications.

Once nearly exclusively focused on ISVs building to their “sales cloud” CRM platform, the SaaS giant now realizes their glaring gap — how to scale their sales and professional services capabilities to meet their growth targets to $5b, $10b and beyond.  They’ve always competed with on-premise software giants much larger and better resourced than they around partnering (think Microsoft, Oracle, IBM, SAP).  But as the darlings of the cloud applications market, Salesforce now realizes how seriously these competitors are retooling their platforms and partnering efforts to come after them….. and their built-on-the-cloud partners.  With a 36% year over year increase in the number of partners overall, Salesforce clearly still has the consulting and ISV partners’ attention.  However, in order to meet their existing sales and deployment projections, the SaaS leader estimates they need just under 3,000 professional services partners globally with well defined sales, service and/or platform capabilities in order to sustain their market leading position. (more…)

September 2, 2011 at 5:17 pm Leave a comment

Dreamforce 2010

2011 — the “Year of the Platform”

San Francisco’s Moscone convention center was its normal bustling self early this Monday morning. But, at this year’s 8th annual Dreamforce event, the buzz around new application development tools and Platform as a Service (PaaS) innovation was at an all-time high.
This year’s event boasted 30,000 registered attendees (up significantly from last year). But attendees this year seemed to look a lot more like a classic developers – heads deep in smart phones and iPads, dressed in jeans and baseball caps and listening intently to the technical teams reviewing product architectures. (more…)

December 20, 2010 at 8:00 am Leave a comment

SaaS Leader Continues Major Product Innovations: Can Partnering Support Keep Pace?

By Beth Vanni, Director, Market Intelligence

For nearly a decade, has created major waves in the traditional enterprise software market. Now with $1.3 billion in revenues and 70,000 customers, the SaaS innovator has clearly changed the way software is delivered and managed.

At this year’s Dreamforce user conference, it was clear that the SaaS provider has aims to not only dominate the legacy CRM and SFA markets, but is trying to innovate the way all parts of the IT ecosystem (customers, ISVs, solution providers) create collaborative relationships using technology.

As many would expect, the keynote sessions were all about software/ service innovation. Marc Benioff, the company’s charismatic Chairman and CEO, evangelized the next generation applications offering.  This included the Sales Cloud 2, Service Cloud 2, Custom Cloud 2 and newly announced Chatter collaboration platforms.  A host of new features were announced for all product sets, to the enthusiastic reception of the user and partner audience. (more…)

December 9, 2009 at 11:58 pm Leave a comment

Enter your email address to subscribe to this blog and receive notifications of new posts by email.

Join 27 other followers

Recent Posts

Share This Blog



May 2019
« Mar