Posts Tagged ‘Channel Strategy’
Benefits of Partnering?
In my previous blog entry, “Elements of effective partnering with Microsoft,” I highlighted a few key elements that I know Microsoft appreciates in its partners. The world is full of solutions; each partner wants to be part of the winning story, but it takes hard work to succeed. In this blog, I focus on what…
Read MoreEntering US markets as foreign software vendor
Entering US markets as foreign software vendor is something that many foreign organizations have both succeeded but also failed dramatically. In this blog entry I would like to highlight some of the learning’s that I have had since I immigrated to US for more than 17 years ago. This blog entry might sound a bit…
Read MoreWhy 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…
Read MoreSteps 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 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 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 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…
Read MoreMicrosoft MPN Business Model Offer for Microsoft Partners
TELLUS International has agreed with Microsoft Partner Network to offer business modeling services for Microsoft partners in 10 different competencies with a heavy discounted price. We have been delivering business modeling services for Microsoft partners of different size and accumulated waste amount of experience in many different areas when creating a cloud and app business. We…
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