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Over the past five years, IDC has seen formerly direct-salesforce-centric companies becoming slightly more partner friendly each year. Companies like IBM, Oracle and SAP have made significant strides in that time. But SAP deserves special recognition after this year's Sapphire event. It seems as though the channel-focused "talk" of recent years is becoming a reality in the field. There were a few key pieces of evidence that were witnessed in Orlando:
Opening Up New Markets for Partners. In the last year, SAP has opened up many tightly controlled accounts to the partner community for both software resale and service. SAP will now reserve only the biggest of accounts for its direct salesforce. Partner feeback was, not surprisingly, very positive on this.
SIs Now Reselling. While not pervasive yet, many large systems integrators are now taking software license deals on their own paper, something unheard of in the past. SAP always…
Where did the term Cloud come from? I used to have a good theory. Something about network diagrams and lots of cloud shaped whiteboard drawings. But now I'm convinced that the over-used term came from Microsoft. After a week in the Seattle area without seeing any sun - it only makes sense that it was the Redmond giant. Makes sense, right?
Joking aside, Microsoft deserves credit for its strategy and commitment around hosting partners.
This commitment was shown at an event held in Bellevue, WA, March 27-29 for 400+ attendees from hosters, telcos, and other managed services providers. I don't know of another large software vendor putting on an event for this specific type of business partner in the past. This was my first trip to Microsoft's Hosting Summit, the 8th event they have held. This event was so popular with partners that registration had to be shut down early.
The event was comprised of strategy updates,…
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