Building Successful Partner Channels: in the Software Industry by Bech Hans Peter

Author:Bech, Hans Peter [Bech, Hans Peter]
Language: eng
Format: epub
Tags: Channel Development and Management, software industry
Publisher: TBK Publishing®
Published: 2015-03-28T22:00:00+00:00

CUSTOMIZATION AND INTEGRATION

Until now, cloud-based software solutions have been less open for customization and integration with other applications leaving independent channel partners with fewer options for direct application related services. This is changing rapidly as SaaS vendors discover the eco-system opportunities of having independent channel partners that offer additional functionality and services, extending the reach of their platforms and making their value proposition more comprehensive and attractive.

We have seen and I believe we will see many more examples of Platform-as-a-Service offerings where independent channel partners will use the platform’s basic functionality and build their own vertical and horizontal applications within or outside the platform through open and well-defined web services. The value of eco-system based business models is widely recognized and I see no reason why SaaS providers should not want to drive in this direction in spite of the short term-profit opportunities of serving customers directly.

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