Channels and Alliances
Archives for October 2011 « Recent Articles
My colleague Mira Perry and I recently published some research on Enterprise Application Marketplaces (e.g., Salesforce.com's AppExchange, SAP's EcoHub, and RIM's AppWorld), which got me thinking about online marketplaces in general and seeing what else is out there. But I wasn't interested in games or flashlight apps (I'd much prefer a nice wine cellar app so I don't mistakenly repeat purchases). I was more interested in business applications and understanding what's happening for small businesses na
If you don't know, QuickBooks is accounting software for small businesses. The typical QuickBooks customer is under 100 employees (but most are really under 20 employees). Their revenue is chaotic rather than predictable. It can be hard and expensive to sell to them, because they are everywhere and nowhere. And there's a lot of them! Small businesses don't have much money to spend, so low cost solutions are a must. But it turns out that SaaS and Mobile applications are really suited…Read More
My perspectives on IBM's ISV ecosystem success in India. Here's what I knew about software and India in early 2011. It was a hotbed of activity in the software industry. Support functions in all types of businesses had been outsourced to India for many years, and software development was quickly following. And that was about it. That's why I jumped at the chance to go on a weeklong visit of India earlier this year to see firsthand India's progress in software development and the grow
ISV Landscape in India
India is similar in some ways, but different in so many, compared to the vast software ecosystem of North America that I am familiar with. Most obviously perhaps, is the fact that ISVs have largely been export-driven in their thinking. ISVs are still largely looking to the big markets of North America and Europe to sell their products, but are turning more and more to domestic customers as the country experiences high rates of growth.
Another major…Read More
I’ve just returned from a two day EMEA analysts briefing by EMC. Held just outside Paris at a particularly nice venue - the Tiara Château Hotel Mont Royal Chantilly.
EMC’s events are always great, they give us access to some of the most senior and influential people in the organisation. The sessions this year focused on Big Data and the Cloud, with a good sprinkling of governance– three key themes you will see EMC developing over the coming months and years.
A highlight for both the EMC’ers and the analysts was the informal dinner in the evening – the main topic of conversation towards the end of the evening and into the…Read More
Following a somewhat disturbing trend for traveling channel analysts :-) Oracle hosted its "partner day" on Sunday again this year, a day before the main Oracle OpenWorld conference. (Vendors are more and more tacking on a partner day to a customer event.) One of the biggest messages from the Alliances and Channels team at Oracle was about the momentum they are seeing behind its barely two year old Partner Specializations. This got me thinking overall on why are specializations or competencies p
But first about Oracle's OpenWorld announcements...
Oracle's numbers are eye-opening all around. First of all, 4300 attendees came to Sunday's Partner Forum – up from 2100 last year. There are now 75 Specializations available to partners, and apparently still growing. To be honest, this number kind of blew me away. Specializations are being developed at a pretty granular level.
Judson Althoff, Oracle's Channel Chief, announced that there are now 3000 partners…Read More
I am in Estoril, Portugal this week with the Infor Partner Network team at the annual Infor EMEA Channel Partner Summit. Infor has been making a lot of strides in the past 12 months in the enterprise applications area with a new executive management team, exciting new products and partnerships, and a brand new Infor Partner Network (IPN). The Infor team is actively recruiting new partners into the program with a goal of doubling the channel contribution to revenues within three years. But they a
The foundation for the growth starts with the new executive team, lead by Charles Phillips, CEO, who joined Infor in December 2010. Mr. Phillips brought in a number of other new executives to Infor, many from his former employer (and mine), Oracle Corporation. This new team has acted quickly to jumpstart Infor with the acquisition of Lawson, the launch of the Infor10 productline, new products, marketing programs, branding, and a global partner program. Infor employees this…Read More
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