Posts by DrSalonen
Steps to take in channel development
I often get the question what steps to take in channel development. Exactly 10 years ago I founded TELLUS International with the idea to help software vendors to establish their channel in the US. There are many reasons why I decided to start my own management consulting company, but the main reason to focus initially…
Read MoreIoT is getting real for channel partners
IoT is getting real for channel partners and I am seeing a real trend for channel partners to get into the IoT space. I think it is not only smart, but a necessity if you want to stay relevant in the IT and software industry. I read and interesting article ” MSPs must connect with…
Read MoreEntering US Markets by Building Channels
Entering US markets by building channels can be very lucrative for non-US companies but there are many things that the software vendor has to think about from a strategy perspective. US software markets are huge seen from any perspective and it would be a big mistake to ignore it especially if the software vendor has a…
Read MoreUS market entry and channel success is all about velocity
International channel success is all about velocity. Let me explain what it means. If you want to enter a new markets with your solution and you do not have presence in the new market, you have to pay attention to things that you might not think about. Let’s assume that you want to enter US markets…
Read MoreKey learnings from Microsoft Ignite 2015
I wanted to share my key learnings from Microsoft Ignite 2015 event in Chicago. This was the first attempt to combine multiple different Microsoft product lines as I wrote in my previous blog entry. Now the question is: how did Microsoft do? I did participate in the first main keynote that was pretty long and…
Read MoreAre you ready for Microsoft Ignite – visit BPA Solutions Booth 503
The pace of innovation is accelerating and Microsoft is kicking off this change by introducing Microsoft Ignite conference in Chicago from May 4-8, 2015 . The theme of the conference is INNOVATE, LEARN and CONNECT and when you really think about it, this is exactly what we all should be doing. This conference is the…
Read MoreJoin Dr. Salonen ISV sessions in upcoming Madrid-Spain eXtremeCRM 2015 Conference
I am excited to have been asked to run three sessions at upcoming eXtremeCRM conference in Madrid Spain. The conference starts 20th of April and runs until April 23rd, 2015. I will be introducing Business Model Canvas for Executive Exchange members and the Business Model Canvas will be used as foundation in other sessions and discussions. My first session “Using the…
Read MoreKey Learnings from Microsoft Convergence 2015
I had the pleasure to visit Microsoft Convergence again (2015). This time the even was held in Atlanta, Georgia. I do not recall how many times I have been part of Convergence, but it is quite a few times. I thought to summarize my key findings from the conference and also provide some guidance for Microsoft…
Read MoreThe gradual move from SharePoint on-premise to Office 365
It has been fascinating to witness the pretty dramatic change in cloud transformation especially here in the US especially moving from SharePoint to Office 365. I have worked intimately in the collaboration space (SharePoint and Office 365) for quite a while, participating in numerous SharePoint conferences, talking to hundreds of people about their plans in moving to…
Read MoreChannel compensation terms and margins in SaaS business
Channel compensation terms and margins seems to be a difficult topic for many software vendors (ISVs). My work takes me to many different places around the globe with the opportunity to talk to channel partners and software vendors. In a recent ISV seminar where I was talking about channel compensation models, I got a question…
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