Posts tagged ‘Salesforce.com’

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

5 Steps to Building a Successful Channel Program in the Cloud

by Diane Krakora – CEO

Ron Huddleston, SVP ISV Alliances at Salesforce.com spoke at the Cloud Channel Summit event a couple weeks ago. He stressed the channel is not shifting to a cloud platform as fast as the market and that channels are missing out on massive opportunities.

Huddleston outlined his five steps vendors should take to channel cloud success:
1. Build an organization born for the cloud

He stressed the creation of a new channel organization designed for the cloud, instead of trying to enhance existing channel programs designed for traditional software.

(more…)

December 5, 2011 at 7:11 pm 1 comment

Whose Job is it Anyway? Partnering Automation Imperatives for a Cloud World

Cary Tengler– Director, Client Services

It would be odd to sign up for wireless phone service and not get a detailed monthly bill, right?

And these days you get on-line bill-pay, web chat and customer service options as well. You’re also able to view your voice, data, and text rates, usage and activity in excruciating detail. All of that information, however, comes not from Apple, Google or Nokia, but from your service provider – the wireless carrier. AT&T or Verizon or Sprint is your service provider, so that’s where you expect the “service.”

But in the world of Cloud and SaaS computing solutions, where do channel partners go for support? IT VARs have historically worked with their vendors and distributors, while agents have worked with carriers, CLECs, and other voice and data providers. The increasing adoption of Cloud-based services is causing IT vendors and service providers alike to rethink the role and investment requirements of partner automation, communication, and collaboration tools. (more…)

October 17, 2011 at 7:30 pm Leave a comment

ISVs Still the Strategic Channel Segment at Salesforce.com

Strong Growth and Enhanced Toolset for SaaS Developers Announced

Beth Vanni  –  Vice President, Amazon Consulting  

When Denzil Samuels, Salesforce.com’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 Force.com 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

$50 Million Man

by Diane Krakora, CEO

If you had $50 million to invest, what would you do with it? Buy a company? Spend it on product research? Create your dream campus and throw a party for the employees? I’d bolster my partner ecosystem – and surprisingly, so would Salesforce.com. They are investing $50 million to help consulting partners grow. (more…)

September 7, 2011 at 2:49 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

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