We created a new “meetup” group for business networking. This is to meet and exchange ideas about business networking, which partner and alliance networks is a big part of it. Please check it out. Joining the group is free.
The first meeting: January 21st – 2008. This goes hand in hand with the launch of Xeequa 1.0.
We created a new wiki to support the channel excellence activities. Please request a password if you like to contribute by sending us an email at mr at channelexcellence com.
The wiki is publicly available.
we just created a wiki for indirect sales people, vendors and partners in the SaaS space. The wiki is created as operating vehicle for the SIIA Channel Committee but is publicly available. Everybody who is interested to contribute, please contact – as at channelexcellence.com – or give us a call (650) 348-0057.
Which vendor has the ultimate partner program? What works for vendor A does not mean it also works for vendor B.
Each partner program has to be easy to adopt for the partner but still tailor-made for the vendor.
During our research we came across several partner programs. A lot of programs we reviewed were just carbon copies of the channel program the big vendors released.
Seen one, seen ’em all. Nevertheless we found vendors who placed great importance to their channel programs. Clear program and dedicated channel support creates a win-win situation for partners and vendors.
I contacted several channel manager and asked for permission to show case in the book their prominent partner programs. Cross the fingers we will get all feedback in time – The content is almost completed and we expect to get some pre-print examples in July
A new white paper is available, covering some of the challenges vendors and partners are having when building a channel for Software as a Service solutions.
The white paper is publicly available through either the SIIA website or directly here from the channel excellence blog.
The white paper covers primarily the differences between SaaS Channels and traditional IT channels and the opportunity for the industry to build such channels and for new entrepreneurs to become a “Catalyst” for the SaaS industry.
As the new chair for the SaaS Channel Committee from the SIIA (Industry association for the software industry) I’m working on some concrete goals for 2007 and also search for committee members who will help grow the indirect business side of the SaaS industry.
Functional areas where I recognized a need in the industry:
– Guidance in regards to contracts for a three party relationship: user, partner and vendor
– Guidance in regards to compensation and margin questions
– Guidance for building and retaining indirect channel relationships
– Guidance for new partners: how to build a successful SaaS implementer
– Providing industry best practices and act as a sounding board for new ideas
Any feedback or support is very much appreciated. Please email to firstname.lastname@example.org
At this first “OnDeand Conference” from the SIIA in SanJose, channels will play an important role of the conference. On November 8, 3:45pm – 4:30pm, I will host a panel of SaaS vendors and channel partners discussing how vendors and partners can be successful by leveraging each other.
Channel Strategies – How partners make money in SaaS and how vendors and partners can leverage each other
How leading SaaS vendors and leading SaaS partners successfully leverage each other. How partners make money and what vendors invest in the partnership. What worked and what didn’t. Learn from channel thought leaders how they see the channel developing as SaaS products get more and more consumed in a global market.
Eric Berridge (BlueWolf – Reseller)
Jeff Hausman (Symantec – Vendor)
Robert Jurkowski (Intacct – Vendor)
Philippe Vincent (Accenture – Consultant).
You will find more information at www.siia.com
Bluewolf Group represents a new breed of channels, specifically designed for the SaaS industry. With the firms 175 consultants they help companies implement and integrate solutions from salesforce.com, Eloqua, Openair, Responsis, and do some custom work for SAP, Oracle and others. Bluewolf Group drives on-demand revenue through their consulting practice.
In accordance to Eric Berridge, SaaS channels make either money by providing consulting services around certain solutions or by developing products enhancing existing solutions. He states that salesforce.com does an amazing job for the developers making the product partner friendly.
Eric’s advice: Vendors need to ensure that their partners can be self sufficient and that the partner doesn’t require resources from their vendors to buy and implement a product.
In 1999 David Code was still running a traditional VAR helping customers with the implementation of procurement processes. After doing a J.D. Edwards implementation for his own company he decided there must be a better way to deploy business applications and started to look into ASP offerings. The challenge back then was to build a complete portfolio of applications that would a low to build an entire business on it. The key to his success David stated, was the fact that they did no longer sell a piece of software but helped people to reengineer their business processes. Suggesting an ondemand application was a result of the consulting work. Today AppsOnTap is selling SaaS applications from Salesnet (now RightNow), Vtrenz, Openair, Bridgeworks, Netsuite, QuoteASP, Ketera and Employease (now ADP). As Frank Brown stated, the industry goes like any other industry through those waves of disintermediation to reintermediation. The profitable and self funded AppsOnTap is one of the early leaders in indirect SaaS channels and a great example for a profitable SaaS implementer.
Salesforce.com is a very effective channel from big to small companies. For instance Vertical Response offers their solutions via the AppExchange to 400-500 customers. The AppExchange model is to help developers reduce their burden on integration and also reduce sales and marketing cost. Vertical Response is one of the examples who provide their solutions through AppExchange with an up to 40% lead closure rate in accordance to Salesforce.com’s Matt Holleran (VP Alliances). Also interviews with other partners confirm that Salesforce.com made it very easy to integrate their respective solutions without the need to get engaged with salesforce employees and be dependent on their resource allocation. For instance Salesforce.com provides ways to test drive not only the salesforce.com application but also their partners application. Some of their partners develop exclusively on the salesforce.com platform and can reduce cost of the development environment. The salesforce.com partnerships are highly integrated into the salesforce.com solution architecture which makes the salesforce.com channel a highly efficient group for all kinds of solution developers.
Matt’s advice: Companies need to design the buying process into their product. The easier it is to explore, try and buy a product the higher the chance to win the customer.