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

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

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

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 !

34. Large Vendors run P2P PROGRAMS [and innovate with Web / Social !] Cisco

40. BUT, none of these PROGRAMS have REAL traction... WHY ?

41. DEBATE !

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?

48. DEBATE !

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/