Key Learnings from Microsoft WPC16

My tradition is to do a recap of Microsoft Worldwide Partner Conference (WPC) that was held this year in the beautiful Toronto, Canada. This was my second WPC in Toronto and 12th WPC in the row. I guess I can call myself a WPC veteran. I wrote about my thoughts of the conference prior going…

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Can a strong channel partner program give you a competitive edge?

Can a strong channel partner program give you a competitive edge? That is what software vendors are contemplating on. When you add the transformation of business models for both the ISV and channel partners,  you have multiple dimensions that will have an impact on the success of your channel efforts. What has not changed in…

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Why am I still signing SharePoint Enterprise deals?

Why am I still signing SharePoint Enterprise Deals

Why am I still signing SharePoint enterprise deals even if everybody is talking about Office 365? Let me explore some of the reasons that I have found out from my hundreds of calls with both Microsoft channel partners as well as end user organizations. I already made a few comments about this in my blog…

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Steps to take when building a channel

I often get the question what steps one needs to take when building a channel for a software solution. Let me be clear. It is a labor intensive process and takes time and there really are no shortcuts that at least I know about. It takes time and practice to become effective in outreach. Also,…

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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…

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Entering 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…

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US 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…

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Join 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…

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Channel 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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