what geographies, and who to partner This all sounds very daunting, Cost and speed to
with. They then need to look at particularly if you are going to try
organizational issues especially so as this all on your own. Kevin however
market are still strong
not to impinge on the core business.” explains how Progress helps its
reasons behind the
“From hiring the right people, partners, “Partnerships are key to
through project management, setting success especially for mid-tier ISVs drive to offshoring
up support centre resources, identifying who don’t have the resources to go
strategic outsourcing, identifying it alone.”
as more and more
the right channels and partners to “At Progress Software we help
ISVs use it to enable
protecting intellectual property, the partners grow by utilising our worldwide
considerations are legion.” partner channel, our own internal them to grow more
Added to all this business strategy resources and the ecosystem that has
and organisational planning it is also developed around our products.”
rapidly, compete
vital to understand the resources “We can shortcut the development
more effectively in
needed to support an application process for partners by understanding
in a globalised market as Kevin their business plan, helping identify what is becoming a
explains, “To enable your application the value proposition and then finding
to be delivered in a global fashion the right partners. At a technology
tougher marketplace,
it is important to understand the level we can also help them enhance
make themselves
infrastructure requirements, security and develop their product and services
issues and billing systems. You also to meet the needs of a global market more efficient and
need to think through the software and then assist in the execution of
distribution issues, how you will their plan including recruiting partners
allow them to focus
provide business continuity to where necessary.”
on product quality
clients, how you will deliver remote There is no doubt that ISVs are
application management, and monitor looking at globalisation as both a from a development
and manage performance.” threat and an opportunity.
“On top of that at the local Outsourcing product development
standards viewpoint
language, currency and culture issues is becoming a sophisticated process
and how to integrate with other now that communications is much
applications they may have.” cheaper and both outsourcing from country to country. It is clear
“Finally how are you going to finance companies and ISVs understand what that to be able to take control of this
this globalisation. From within the is expected of them. process ISVs have to build outsource
company or through investment partners However as salaries rise across the development into their core business
like banks, venture capitalists, business globe resources will get more expensive strategy and implement the contracts,
angels or your technology partners.” and low cost development will move processes and procedures to control it.
When it comes to becoming a
global software company on the back
of SaaS there appears to be lots of
issues to understand and partnerships
to make. Not everyone can become a
Salesforce.com overnight.
However there are lots of major
players out there who have a reason
themselves to help the ISV be successful
and can de-risk the exposure. Partnering
with an IBM, Microsoft or Progress
Software could be the way forward,
utilising their ecosystems.
The threats and opportunities of
globalisation in the software world are
there for all to see. It is up to the ISV
to understand what their options are.
What are the threats to your business
if you do nothing? What are the
rewards if you grasp the opportunity?
David Thomas Kevin Aspindle
JUNE 2008 8020 EUROPA 45
44, 45.indd 2 13/6/08 09:31:01
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