Microsoft Resists Short Term Cloud Opportunity

Microsoft this week made a significant announcement impacting the channel’s cloud business; From now on, Microsoft partners can bill and license their customers directly. So why do we care? One: The channel prides itself on being the primary customer contact. With direct billing & licensing, the channel remains in control and the primary access point. […] Read more »

TSS Outperforms in the Dutch ICT Market

TSS (Total Specific Solutions) is moving quickly into the top regions of the Dutch ICT league. Though TSS only started in 2008 (capital provided by Strikwerda Investments BV), the company has grown 6% in 2011 to a revenue stream of €196M, and employs over 1600 FTEs. TSS may be less of a household name, its […] Read more »

Dreamforce London – Salesforce.com on a Role

The Cloudforce Social Enterprise Tour landed in London last week, and was an instant success with more than 14.000 registrants. An impressive number for a company that has only been active in Europe for 10 years. The following details were shared and give a ball park of Salesforce.com’s European activity: Salesforce.com is recruiting for 750 […] Read more »

Cloud Partner Segmentation

In one of our previous blogs  we defined what a partner ecosystem is, and which entities it consists of. Next we would like to take the partner ecosystem discussion one step further – and see how it fits the cloud computing opportunity. One of the common mistakes that many in the channel make is the assumption […] Read more »

Exact to Challenge Channel Issues as SaaS Adoption Grows

Yesterday Exact announced its full year results for 2011. Departing Exact CEO Max Timmer said: ”I am happy, but not satisfied”. Especially the results for the Benelux region have been disappointing, with a 13% decline in license revenues. Exact explains that there are several reasons for the disappointing growth (or rather, unexpected decline). Increased customer […] Read more »

Partnerships, Channels & Alliances – Who Does What Exactly?

The IT community has many residents, all co-existing and depending on each other. It’s what we dub the IT ecosystem – a system where suppliers and users co-exist and are mutually dependent on each other to survive. Or as Iansiti / Levien said in 2004: “In networked industrial environments, the performance of any organization is […] Read more »