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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Can a software app vendor survive without hyper growth?

Can a software app vendor survive without hypergrowth

  Can a software app vendor survive without hyper growth is the question that many entrepreneurs and investors need to evaluate? Our software business model has changed especially in consumer space towards an app model and the same trend is happening in the enterprise space. We can see more enterprise apps coming out in different…

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What is the future of SharePoint?

What is the future of Sharepoint

What is the future of SharePoint is a question that many end user organizations as well as independent software vendors (ISVs) are asking. I have mentioned multiple times that I work extensively within SharePoint and Office 365 ecosystem and have visibility to what people are asking for and how they see SharePoint on-premises future in…

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Key learnings from Microsoft WPC 2015

I wanted to share my thoughts of the key learning’s from Microsoft WPC 2015. It is now more than two weeks since we had the magnificent Microsoft Worldwide Partner Conference in Orlando, Florida. Since the conference, I have been busy working with follow-up and some projects. During the past two weeks I have also actively…

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Cloud business changes roles and responsibilities

Cloud business changes roles and responsibilities, no question about that. An interesting incident happened to me today. My production Microsoft Dynamics CRM 2015 Online environment (Update 1, May 2015) was updated last night. This was an event that I had been waiting for and I really love some of the new features this new release…

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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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Microsoft Office 365 channel is not only about margins anymore

If you are a traditional independent software vendor (ISV), you might be surprised when talking to channel partners that are looking for Office 365 solutions. The reality is that margins that most ISVs offer to its channel partners do not carry the cost that channel partners take on to build its cloud practice. Channel partners are…

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Why channels might not care about channel margins

Not all channel partners care about the channel margins that software vendors are willing to give out. There could be many reasons for this, but what I have seen for the most cases is that the potential channel partner have realized that they have to sell and invest heavily to the sales operations for that…

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