Industry heavyweights advocate
SaaS future for Europe’s ISVs
by Alex Pullin
alex.pullin@iteuropa.com
One of the hottest topics at IT Europa’s recent ISV
Convention in frankfurt was Software as a Service
(SaaS), and how ISVs can exploit the hosted software
model to their benefit. Giant vendors like IBM and
Microsoft were on hand to explain why they think
SaaS provides a huge opportunity for ISVs...
Microsoft’s Pascal Walschots (second from right) makes the case
oftware as a Service (SaaS) has certainly created a lot of discussion, broader strategy are best positioned to help ISVs become a successful SaaS
S
from those that see it as the latest in software both for business and business. We have an end-to-end vision of how to support ISVs on SaaS. It’s
end users, to those who feel that it will never dominate the industry about getting the right partnerships, pricing and go-to market strategy.”
because people want all possible options. There is also the question of what The demand from end users is something that will continue to drive SaaS
will happen to resellers and how their role in the system will change. forward, according to Bernhard Braun, Business Development Executive at IBM.
One of the players at the forefront of the SaaS debate is Microsoft, “We feel a lot of ISVs are starting to learn about the new business model;
which has run a SaaS partner programme since November 2006. For the driven by the end users. They ask their ISVs ‘Do you have an alternative? I have
SaaS Incubation Centre programme Microsoft currently works with nine
partners in Europe, with four in the UK, two in Germany, two in France, one in
“Software-as-a-Service is going to be a big part of
Netherlands and another soon to be launched in Denmark.
the industry. It will be the industry.”
Pascal Walschots, manager for Microsoft Software and Services, ISV
Enablement in Microsoft International, says the Communications Sector at
Kevin Aspindle, Senior manager partner development,
Progress Software
Microsoft has traditionally dealt with web hosters and telcos. “But the web
hosting market is getting commoditised,” he says. “ISV enablement is an
opportunity for hosters to move up the value chain and support ISVs moving learnt what SaaS is and I want to drive it into my business.’ The end users are
to a SaaS business model. For an ISV, application development is their core driving the market. They feel it is a business opportunity.”
business, but where we see them challenged is making the next step; learning Steven Jay, International Sales Director at HansaWorld, is not as convinced
how to go to market and this is where we can help them.” of the possible influence of SaaS. “There was an element of trying to sell SaaS
“The hosting providers who develop additional skills in consulting on as a mindset that I didn’t buy into. It can be pulled to pieces. It only works if
12 29 feb2008
It0804 - 12-13_ISV event.indd 14 27/02/2008 10:34:23
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