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Partner to Partner Collaboration   [in the Cloud Tsunami] Channel Focus Western Europe Working Group, P2P Project :   Veerle, Eskil, David, Wolfgang, Rod, Loic
We want  IT to become a  strategic asset  for our Customers…
…  which requires that  Vendors & their Partners  help solve real Business Issues…
…  by providing  Business Value  through Business Solution offerings…
…  which pushes us to  focus  and specialize…
To  Broaden  your  Appeal,   Narrow  your  Position Harry Beckwith « Rapid technology advancements mean VARs must specialize rather than generalize, so they can't expect to simply add competencies as customers' new needs emerge »  Lisa Terry, VSR  http://vsr.edgl.com/magazine/May-2010/Think-Global,-Act-Local43520
…  and to Partner with Partners…
…  to bring a  Whole Solution  to the Customer…
…  especially in  the Cloud …
«  Everything  as a Service »
2 KEY P2P Approaches : [1] Become  Full Service IT Trusted Advisor,  offering End-to-End Business Solutions to Customer  [2] Utilize P2P to  expand Geo Coverage
P2P  is already happening  among our “Channel Partners” ! P2P - Collaboration -  Research   Results  - 2007 - Channel  Focus
Reason for P2P ,[object Object],[object Object],[object Object]
Different Partner Types ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Reasons to partner Technical skills Geographic coverage Demand spike Downstream channel Vendor Partnering Specialist SI’s √ √ √ √ × General SI’s √ √ × × × ISVs – SME customers √ √ √ √ × ISVs – Large customers √ √ × √ √ MSP’s × √ × √ √
Reasons to partner Technical skills Geographic coverage Demand spike Downstream channel Vendor Partnering Specialist SI’s High High Medium Medium × General SI’s High Medium × × × ISVs – SME customers Medium High Medium High × ISVs – Large customers High High × High High MSP’s × High × High Medium
One off vs strategic ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The process –  priority order ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The partner view ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Engagement types ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Most admit major  problems ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
What do they have  ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
P2P by vendor vs multi vendor ,[object Object],[object Object],[object Object]
Core competencies – hard info ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Core competencies – soft info ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Rating systems – hugely contentious ,[object Object],[object Object],[object Object],[object Object],[object Object]
Must be 2 way ,[object Object],[object Object],[object Object],[object Object]
Restrict who can join ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
“ Partnering is the way of the future – if you don’t master it you’re dead”   Toronto SI
Should Vendors   facilitate & foster  P2P ?
And if Yes,  HOW  ?
Vendors TRY to facilitate P2P… … with  LITTLE Success !
Vendors see P2P as important to  THEM  ! ,[object Object],[object Object],[object Object],Partner A Partner B Cloud Broker Regional Presence Integration Skills SaaS ISV Industry Solution Powered by Vendor VENDOR
Large Vendors run  P2P PROGRAMS   [and innovate with Web / Social !] Cisco
 
 
 
 
 
BUT, none of these PROGRAMS have REAL traction...   WHY ?
DEBATE !
Should Vendors   facilitate & foster  P2P ?
Answer HAS to be YES!  1.  Customers demand it 2.  Partners struggle  to overcome Today‘s P2P Challenges
So, what should be  Vendor’s role  to effectively foster P2P and overcome today’s challenges ?
Just let P2P Happen ? Go it alone as a single vendor? Build a Flexible Partner Ecosystem ? Get together to Build a Multi-Vendor Capability?
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
DEBATE !
Additional material online : http://partner2partner.blogspot.com
THANKS !   Photo credits : http://www.flickr.com/photos/marcobellucci/3534516458/ http://picasaweb.google.com/lh/photo/wGdC1nM1_QCGUk42RWhJkQ http://www.flickr.com/photos/rahims/2119329979/

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2010.11.03 - Partner to Partner Collaboration [in the Cloud Tsunami]

  • 1. Partner to Partner Collaboration [in the Cloud Tsunami] Channel Focus Western Europe Working Group, P2P Project : Veerle, Eskil, David, Wolfgang, Rod, Loic
  • 2. We want IT to become a strategic asset for our Customers…
  • 3. … which requires that Vendors & their Partners help solve real Business Issues…
  • 4. … by providing Business Value through Business Solution offerings…
  • 5. … which pushes us to focus and specialize…
  • 6. To Broaden your Appeal, Narrow your Position Harry Beckwith « Rapid technology advancements mean VARs must specialize rather than generalize, so they can't expect to simply add competencies as customers' new needs emerge » Lisa Terry, VSR http://vsr.edgl.com/magazine/May-2010/Think-Global,-Act-Local43520
  • 7. … and to Partner with Partners…
  • 8. … to bring a Whole Solution to the Customer…
  • 9. … especially in the Cloud …
  • 10. «  Everything as a Service »
  • 11. 2 KEY P2P Approaches : [1] Become Full Service IT Trusted Advisor, offering End-to-End Business Solutions to Customer [2] Utilize P2P to expand Geo Coverage
  • 12. P2P is already happening among our “Channel Partners” ! P2P - Collaboration - Research Results - 2007 - Channel Focus
  • 13.
  • 14.
  • 15. Reasons to partner Technical skills Geographic coverage Demand spike Downstream channel Vendor Partnering Specialist SI’s √ √ √ √ × General SI’s √ √ × × × ISVs – SME customers √ √ √ √ × ISVs – Large customers √ √ × √ √ MSP’s × √ × √ √
  • 16. Reasons to partner Technical skills Geographic coverage Demand spike Downstream channel Vendor Partnering Specialist SI’s High High Medium Medium × General SI’s High Medium × × × ISVs – SME customers Medium High Medium High × ISVs – Large customers High High × High High MSP’s × High × High Medium
  • 17.
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  • 29. “ Partnering is the way of the future – if you don’t master it you’re dead” Toronto SI
  • 30. Should Vendors facilitate & foster P2P ?
  • 31. And if Yes, HOW ?
  • 32. Vendors TRY to facilitate P2P… … with LITTLE Success !
  • 33.
  • 34. Large Vendors run P2P PROGRAMS [and innovate with Web / Social !] Cisco
  • 35.  
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  • 39.  
  • 40. BUT, none of these PROGRAMS have REAL traction... WHY ?
  • 42. Should Vendors facilitate & foster P2P ?
  • 43. Answer HAS to be YES! 1. Customers demand it 2. Partners struggle to overcome Today‘s P2P Challenges
  • 44. So, what should be Vendor’s role to effectively foster P2P and overcome today’s challenges ?
  • 45. Just let P2P Happen ? Go it alone as a single vendor? Build a Flexible Partner Ecosystem ? Get together to Build a Multi-Vendor Capability?
  • 46.
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  • 49. Additional material online : http://partner2partner.blogspot.com
  • 50. THANKS ! Photo credits : http://www.flickr.com/photos/marcobellucci/3534516458/ http://picasaweb.google.com/lh/photo/wGdC1nM1_QCGUk42RWhJkQ http://www.flickr.com/photos/rahims/2119329979/

Editor's Notes

  1. On Point 2) Insights what i mean: contract agreement securing customer ownership, avoiding head-to head compete in existing competencies, defining reward structure between partners for lead sharing
  2. On Point 2) Insights what i mean: contract agreement securing customer ownership, avoiding head-to head compete in existing competencies, defining reward structure between partners for lead sharing