How Alliances Can Drive Innovation: Which Alliance Type Is Right For You?

Innovation is the process whereby organizations transform ideas into improved products, service or processes, in order to advance, compete and differentiate themselves successfully in their marketplace. Alliances can have a defining role in this process. Cooperation between vendors, suppliers, consumers and  competitors provide complementary know-how and skills. However, not every alliance type supports innovation. For […] Read more »

Cloud for the Channel – What’s the Deal?

The industry has long tried to eliminate the middle man. The channel so far has not caved in, and remains to hold its fort during its latest challenge.. the cloud. The cloud predicts doom scenarios for cloud service sales. Product margins are squeezed, vendors have no obstacles going direct, product knowledge becomes redundant, while everything […] Read more »

The Six-Sided Telco: Rolling The Telco Dice

So let’s play! The telco die has six sides. Telco, netco, webco, servco, capco, and connectco. These sides are not just arbitrary positions. They are real business models that exploit retail and wholesale markets in the context of bundled capacity/service, unbundled capacity and unbundled service. Let’s explain. In telco terms, retail is the sale to […] Read more »

PaaS is the Long Tail of SaaS

In 2006, Chris Anderson wrote the bestseller “The Long Tail” explaining how the Internet enables an online store to profitably sell small quantities of a large collection of items, a feat that was impossible in the offline retail world. In the world of SaaS, PaaS is the ideal vehicle for enabling a long tail of […] Read more »

Who owns the connected consumer?

Tuesday November 16, I attended CONNECTIONSEurope, courtesy of Parks Associates. The 2-day event in Amsterdam was all about new developments in the digital content industries featuring panels of players in the digital content ecosystem ranging from service providers to content distributors to equipment manufacturers and anything in between, expertly moderated by Kurt Scherf and Stuart […] Read more »