Posts tagged ‘Oracle’

SAP’s Cloud Strategy and Partner Ecosystem:

Can the Software Giant become Accessible, Flexible and Mobile?

by Beth Vanni – Vice President

At the recent SAP Influencer Summit, the software giant came out swinging around their ability to extend their market dominance in applications to the cloud arena. But can their approach to partnering be part of that new religion and give them the flexibility, innovation and scale they defend and grow their marketshare against Salesforce.com, Microsoft, Oracle and others?

(more…)

December 22, 2011 at 5:03 pm Leave a comment

Gone are the Days of the Generalist Partner – Even in the Cloud

Salesforce.com 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 Salesforce.com’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

To Write or Not to Write – Hasn’t that Always Been the Question?

Can yesterday’s VARs ever emerge as tomorrow’s Cloud developers?

Beth Vanni – Vice President, Amazon Consulting

When your children are young, it’s hard as a parent to not sit longingly and dream about all the wonderful things your kids could be, could learn, could accomplish.  Can they apply themselves in school enough to be a doctor?  Will they do humanitarian work?  Is pro sports in their future? How can they live up to their full potential, and how can I as a parent help them do that?

The long-standing debate about whether the generalist VAR business model is a thing of the past reminds me of this brain teaser.   Should VARs “grow up” and invest in a datacenter to become an MSP?  (more…)

August 8, 2011 at 4:45 pm 1 comment

HP’s Services Enablement Strategy Proves To Be The Keystone In Creating Its “Franchise” Partner Of The Future

Beth Vanni, Vice President

As the world’s largest technology company, HP continues to enjoy strong growth and market share gains in most product segments. New CEO Leo Apotheker is emphatic in his vision of how HP will leverage the broadest portfolio in the marketplace and its global brand presence to drive this growth into the future through its integrated ‘Everybody on” and ‘converged infrastructure’ customer promises.

As the company strives to be more integrated with its OneHP vision and cross-product go-to-market strategy, how do HP’s partners fit into the mix? (more…)

April 19, 2011 at 1:24 pm Leave a comment

Brand-Franchise Channel Partnerships: Who Do End-to-End Solutions REALLY Benefit?

by Diane Krakora, CEO

At this year’s HP America’s Partner Conference 2011, new CEO Leo Apotheker introduced a newly crystallized set of messaging focused around the ability of HPs broad portfolio to create a “seamless, secure, content-aware experience for an InstantON, connected world.” While certainly admirable, with the proliferation of exceptional products and suppliers from which customers can choose, it begs the question: Who really benefits from the sale of a single company’s end-to-end solution? (more…)

April 14, 2011 at 8:13 pm Leave a comment

Can’t Live with ‘Em, Can’t Live Without ‘Em:

Vendor/Partner Cloud Engagement Models Emerge

by Beth Vanni, Vice President

With both vendors and channel partners jumping on the bandwagon to evolve their services sales and delivery models to reflect a more holistic support offering to the customer, cloud solutions continue to come into the limelight.  And, despite the industry FUD about solution provider disintermediation in the cloud era, current research indicates vendors will continue their dependency on solution providers for customer management around cloud solutions.

The results of our 2011 State of Partnering Study reinforce the importance of close sales and support coordination between vendors and solution providers in promoting both public, private and hybrid cloud solutions in today’s market.  With input from 100 unique vendors, this year’s study results indicate maturing cloud delivery models among the IT vendor community, and expectation for partner involvement are coming into focus. (more…)

March 28, 2011 at 1:57 pm Leave a comment

Plan Your Work and Work your Plan

Does Vendor/Partner Business Planning Really Lead to Results?

by Beth Vanni, Vice President

If IT vendors and solution providers have learned anything from the turmoil of the past few years, it’s the importance of engaging in meaningful business planning – both individually and together.  As signs of recovery come into focus, it’s imperative that both vendors and solution providers understand their mutual dependencies and be able to anticipate each other’s plans and resources to set the stage for future growth.

Our 2011 State of Partnering Study identifies business planning as a highly strategic activity vendors plan to continue to engage in this year.  87% of our 100 vendor respondents said they would continue business planning with their more valued partners and another 48% said they would expand business planning to their next tier of developing partners.  They plan to accomplish two things:  a). better anticipate their partners’ business model evolution and help them navigate and b). assist with partner profitability. (more…)

March 24, 2011 at 3:47 pm Leave a comment

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