The document summarizes research results from focus groups with different types of partners regarding peer-to-peer collaboration. It finds that while partners value strategic partnerships, partnering is currently done in an ad hoc manner. It also finds that partners want a centralized online portal to help identify and verify potential partners, facilitate engagement, and provide tools to support partnering efforts. Such a portal would need to address issues of trust, project management, and formalization between partners.

1. P2P Collaboration – research results Baptie & Co 20 th September 2007

5. Reasons to partner √ √ × √ × MSP’s √ √ × √ √ ISVs – Large customers × √ √ √ √ ISVs – SME customers × × × √ √ General SI’s × √ √ √ √ Specialist SI’s Vendor Partnering Downstream channel Demand spike Geographic coverage Technical skills

6. Reasons to partner Medium High × High × MSP’s High High × High High ISVs – Large customers × High Medium High Medium ISVs – SME customers × × × Medium High General SI’s × Medium Medium High High Specialist SI’s Vendor Partnering Downstream channel Demand spike Geographic coverage Technical skills

29. What do they want?

52. “Partnering is the way of the future – if you don’t master it you’re dead” Toronto SI