Partner to Partner Collaboration   [in the Cloud Tsunami] Channel Focus Western Europe Working Group, P2P Project :   Veer...
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 speciali...
…  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  [...
P2P  is already happening  among our “Channel Partners” ! P2P - Collaboration -  Research   Results  - 2007 - Channel  Focus
Reason for P2P <ul><li>Securing & Growing Rev & Profit </li></ul><ul><ul><li>Protect  Trusted Advisor role on  existing cu...
Different Partner Types <ul><li>SI’s </li></ul><ul><ul><li>Specialists by Vertical </li></ul></ul><ul><ul><li>Generalists ...
Reasons to partner Technical skills Geographic coverage Demand spike Downstream channel Vendor Partnering Specialist SI’s ...
Reasons to partner Technical skills Geographic coverage Demand spike Downstream channel Vendor Partnering Specialist SI’s ...
One off vs strategic <ul><li>Strategic partnerships most valued </li></ul><ul><li>But </li></ul><ul><li>One off partnering...
The process –  priority order <ul><li>Identification </li></ul><ul><ul><li>Personal networks </li></ul></ul><ul><ul><li>Cu...
The partner view <ul><li>“ It’s hard time-consuming and painful” </li></ul><ul><li>Boston ISV </li></ul><ul><li>“ I wish t...
Engagement types <ul><li>Lead partner </li></ul><ul><ul><li>As a single or as multiple entities </li></ul></ul><ul><li>Sho...
Most admit major  problems <ul><li>Who leads? </li></ul><ul><ul><li>Lack of clear project management focus </li></ul></ul>...
What do they have  <ul><li>Partnering expertise </li></ul><ul><li>A desire to partner </li></ul><ul><li>A formalised Partn...
P2P by vendor vs multi vendor <ul><li>Must be multi-vendor </li></ul><ul><li>“ One vendor can’t do it – 50% of my current ...
Core competencies – hard info <ul><li>Years in business </li></ul><ul><li>Verticals </li></ul><ul><li>Size of customer </l...
Core competencies – soft info <ul><li>Owner bios </li></ul><ul><li>5 min video </li></ul><ul><li>Demo’s </li></ul><ul><li>...
Rating systems – hugely contentious <ul><li>Open to abuse </li></ul><ul><li>What info would they provide? </li></ul><ul><l...
Must be 2 way <ul><li>Partners I want to find </li></ul><ul><li>Partners I want to find me </li></ul><ul><li>Need to enabl...
Restrict who can join <ul><li>Restricted access </li></ul><ul><li>Not open to anyone </li></ul><ul><li>Verification essent...
“ 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  ! <ul><li>Strategically align the partners, their competencies and capabilities in ...
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-V...
<ul><li>A list of “recipe components” for a Vendor to foster P2P  </li></ul><ul><li>P2P Online Platform:  </li></ul><ul><u...
<ul><li>Suggestion :  Top IT Vendors  should evaluate way to commonly define and execute an  Industry “ToolKit”…  </li></u...
DEBATE !
Additional material online : http://partner2partner.blogspot.com
THANKS !   Photo credits : http://www.flickr.com/photos/marcobellucci/3534516458/ http://picasaweb.google.com/lh/photo/wGd...
Upcoming SlideShare
Loading in...5
×

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

525

Published on

Supporting slides for a workshop on P2P conducted during the 2010 Western Europe Channel Focus Conference [nov. 2&3 2010, Brussels].

Published in: Business, Technology
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
525
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
16
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide
  • 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
  • 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
  • 2010.11.03 - Partner to Partner Collaboration [in the Cloud Tsunami]

    1. 1. Partner to Partner Collaboration [in the Cloud Tsunami] Channel Focus Western Europe Working Group, P2P Project : Veerle, Eskil, David, Wolfgang, Rod, Loic
    2. 2. We want IT to become a strategic asset for our Customers…
    3. 3. … which requires that Vendors & their Partners help solve real Business Issues…
    4. 4. … by providing Business Value through Business Solution offerings…
    5. 5. … which pushes us to focus and specialize…
    6. 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. 7. … and to Partner with Partners…
    8. 8. … to bring a Whole Solution to the Customer…
    9. 9. … especially in the Cloud …
    10. 10. «  Everything as a Service »
    11. 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. 12. P2P is already happening among our “Channel Partners” ! P2P - Collaboration - Research Results - 2007 - Channel Focus
    13. 13. Reason for P2P <ul><li>Securing & Growing Rev & Profit </li></ul><ul><ul><li>Protect Trusted Advisor role on existing customers </li></ul></ul><ul><ul><li>Win New Customers: Reach and coverage </li></ul></ul>
    14. 14. Different Partner Types <ul><li>SI’s </li></ul><ul><ul><li>Specialists by Vertical </li></ul></ul><ul><ul><li>Generalists </li></ul></ul><ul><li>ISV’s </li></ul><ul><ul><li>Large customers </li></ul></ul><ul><ul><li>SME and midsize customers </li></ul></ul><ul><li>MSP’s </li></ul>
    15. 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. 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. 17. One off vs strategic <ul><li>Strategic partnerships most valued </li></ul><ul><li>But </li></ul><ul><li>One off partnering significant </li></ul><ul><li>Less validation of one-off partnering </li></ul><ul><li>“ On a one off, you have to go on gut feel - You just don’t have the time or money” </li></ul><ul><li>Boston ISV </li></ul>
    18. 18. The process – priority order <ul><li>Identification </li></ul><ul><ul><li>Personal networks </li></ul></ul><ul><ul><li>Customer recommendation </li></ul></ul><ul><ul><li>Vendor site/Vendor rep </li></ul></ul><ul><ul><li>Vendor events </li></ul></ul><ul><ul><li>Google </li></ul></ul>
    19. 19. The partner view <ul><li>“ It’s hard time-consuming and painful” </li></ul><ul><li>Boston ISV </li></ul><ul><li>“ I wish there was something to help – but their isn’t!” </li></ul><ul><li>Toronto SI </li></ul><ul><li>“ I talk about building a channel to my CAM’s - and they are no help” </li></ul><ul><li>Houston MSP </li></ul>
    20. 20. Engagement types <ul><li>Lead partner </li></ul><ul><ul><li>As a single or as multiple entities </li></ul></ul><ul><li>Shoulder to shoulder </li></ul><ul><ul><li>This is what each party will do </li></ul></ul><ul><li>Customer Driven </li></ul><ul><ul><li>Customer decides on the partners </li></ul></ul><ul><li>Downstream channel </li></ul><ul><ul><li>Traditional Partner arrangement </li></ul></ul><ul><ul><li>Finders fee </li></ul></ul><ul><ul><li>Agency </li></ul></ul>
    21. 21. Most admit major problems <ul><li>Who leads? </li></ul><ul><ul><li>Lack of clear project management focus </li></ul></ul><ul><li>Formalization of agreements </li></ul><ul><ul><li>Between partners </li></ul></ul><ul><ul><li>With the customer </li></ul></ul><ul><li>Rules of engagement </li></ul><ul><li>Common customer face </li></ul><ul><li>Margin issues </li></ul><ul><ul><li>Who makes the money? </li></ul></ul>
    22. 22. What do they have <ul><li>Partnering expertise </li></ul><ul><li>A desire to partner </li></ul><ul><li>A formalised Partner Structure </li></ul><ul><ul><li>Contracts, processes etc. </li></ul></ul><ul><li>A few have Channel Managers </li></ul><ul><ul><li>Mostly a partial role </li></ul></ul>
    23. 23. P2P by vendor vs multi vendor <ul><li>Must be multi-vendor </li></ul><ul><li>“ One vendor can’t do it – 50% of my current and 80% of my future partnerships will involve organizations with skills outside those of my major vendor” </li></ul><ul><li>Minneapolis SI </li></ul>
    24. 24. Core competencies – hard info <ul><li>Years in business </li></ul><ul><li>Verticals </li></ul><ul><li>Size of customer </li></ul><ul><li>Size (revenue bands) </li></ul><ul><li>Capabilities/business type </li></ul><ul><ul><li>Staff by dept </li></ul></ul><ul><li>Geographies covered </li></ul><ul><li>Languages spoken </li></ul><ul><li>Key vendors </li></ul><ul><li>Certifications/Accreditations </li></ul><ul><ul><li>How many?/How long ago? </li></ul></ul><ul><li>Partnering desired </li></ul>
    25. 25. Core competencies – soft info <ul><li>Owner bios </li></ul><ul><li>5 min video </li></ul><ul><li>Demo’s </li></ul><ul><li>Mission statement </li></ul><ul><li>References and testimonials </li></ul><ul><ul><li>Customers and partners </li></ul></ul><ul><li>Press releases </li></ul>
    26. 26. Rating systems – hugely contentious <ul><li>Open to abuse </li></ul><ul><li>What info would they provide? </li></ul><ul><li>Open to all vs submitted to the site </li></ul><ul><li>P2P ratings </li></ul><ul><li>Customer ratings </li></ul>
    27. 27. Must be 2 way <ul><li>Partners I want to find </li></ul><ul><li>Partners I want to find me </li></ul><ul><li>Need to enable both </li></ul><ul><li>Listing and notification </li></ul>
    28. 28. Restrict who can join <ul><li>Restricted access </li></ul><ul><li>Not open to anyone </li></ul><ul><li>Verification essential </li></ul><ul><ul><li>Most important aspect missing on current offerings </li></ul></ul><ul><li>Must complete fields </li></ul><ul><li>Only key personnel allowed in </li></ul><ul><li>Must balance elitist vs too easy </li></ul><ul><li>Rules to be set with Partner Council </li></ul>
    29. 29. “ Partnering is the way of the future – if you don’t master it you’re dead” Toronto SI
    30. 30. Should Vendors facilitate & foster P2P ?
    31. 31. And if Yes, HOW ?
    32. 32. Vendors TRY to facilitate P2P… … with LITTLE Success !
    33. 33. Vendors see P2P as important to THEM ! <ul><li>Strategically align the partners, their competencies and capabilities in order to fulfill customer requirements and offer a better business proposition. </li></ul><ul><li>Create an advantage towards the vendors competition, by creating unique solutions through P2P entities. </li></ul><ul><li>Create to some extent less competition and price pressure for the vendor </li></ul>Partner A Partner B Cloud Broker Regional Presence Integration Skills SaaS ISV Industry Solution Powered by Vendor VENDOR
    34. 34. Large Vendors run P2P PROGRAMS [and innovate with Web / Social !] Cisco
    35. 40. BUT, none of these PROGRAMS have REAL traction... WHY ?
    36. 41. DEBATE !
    37. 42. Should Vendors facilitate & foster P2P ?
    38. 43. Answer HAS to be YES! 1. Customers demand it 2. Partners struggle to overcome Today‘s P2P Challenges
    39. 44. So, what should be Vendor’s role to effectively foster P2P and overcome today’s challenges ?
    40. 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?
    41. 46. <ul><li>A list of “recipe components” for a Vendor to foster P2P </li></ul><ul><li>P2P Online Platform: </li></ul><ul><ul><li>- Intelligent „Search“ Finder </li></ul></ul><ul><ul><li>- Intelligent „Quality & Capability “ Assurance </li></ul></ul><ul><li>Vendor „P2P“ contract guidebook </li></ul><ul><ul><li>- Legal guidance on P2P contract </li></ul></ul><ul><ul><li>- Mutual compensation model </li></ul></ul><ul><li>3. What else? </li></ul>
    42. 47. <ul><li>Suggestion : Top IT Vendors should evaluate way to commonly define and execute an Industry “ToolKit”… </li></ul><ul><li>… TOGETHER ! </li></ul><ul><li>P2P Online Platform : </li></ul><ul><ul><li>- Intelligent „ Quality & Capability “ Assurance </li></ul></ul><ul><li>Vendor „P2P“ contract guidebook </li></ul><ul><ul><li>- Legal guidance on P2P contract </li></ul></ul><ul><li>3. What else? </li></ul>
    43. 48. DEBATE !
    44. 49. Additional material online : http://partner2partner.blogspot.com
    45. 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/
    1. A particular slide catching your eye?

      Clipping is a handy way to collect important slides you want to go back to later.

    ×