A full service research partner for Microsoft partners

Transcription

1 TELLUS International A full service research partner for Microsoft partners A full service growth facilitator in the planning and execution of global growth strategies for Microsoft partners A go-to-partner for launching new companies and/or technologies successfully across the world A team of highly motivated multi-cultural professionals, with extensive background in software technology markets

2 Business doctorate from Helsinki School of Economics (faculty of technology management) in Finland 11+ years in the US (Dallas, Texas) Formerly corporate CEO for a leading BI and data warehouse vendor (exit 2004 by selling the company to a large US company) Currently entrepreneur Founder and CEO of TELLUS International, Inc Former Worldwide President for International Association of Microsoft Certified Partners (IAMCP) Active speaker and writer of books, articles around software industry and globalization Founder of Tellus Dr. Petri I Salonen

3 Puhujan tausta - Leena Kanerva DI TKK tuta Kehittäjä, LVIS-suunnittelun ohjelmat, CAD Programator/Cap Gemini konsultti Microsoft Finland, Enterprise-yksikön johtaja See Finland, matkailutuotteistusta Erica Partners, konsultointi hallitus sijoittaja 2001 Tellus International, Partner

4 New Ecosystem Approaches are Developing New ecosystem approach Many more companies are participating not just software companies Ecosystem must be managed as a system or network Old ecosystem approach A few companies dominated the landscape Ecosystem managed on a relationship-by-relationship basis Source: IDC, 2007

5 What has changed the past 10 years We really live in a global world and old assumptions of competitiveness has changed. Companies can be founded easily, cheaply and the technology allows entrepreneurs to build a chain of partners. Countries such as Finland will survive as long as they focus on innovation and value creation and not on tasks that can be manufactured somewhere else. A good example of a profound chance is the mobile marketplace and the software market that is moving towards SaaS solutions.

6 Microsoft Ecosystem is made for Partnering

7 IAMCP and Tellus IAMCP International Association of Microsoft Certified Partners A worldwide community for partnering Established 1994 More than 4,000 members More than 30 countries Almost 80 chapters Finland chapter Founded by Petri I Salonen, current president Aki Artman, Sininen Meteoriitti WW President Petri I Salonen Tellus International Commercial company offering productized services

8 Business Areas with our 3-step approach Core TELLUS Intellectual Property (IP) is our understanding of Microsoft, its technology and it ecosystem

9 ISV in the Microsoft Ecosystem: How to measure success Success = Differentiation x Alignment x Business Model x Approach Differentiation drilling to the core of the offering and focusing the value proposition of the product/solution Alignment assessment of architectural alignment with Microsoft product stack and direction from multiple perspectives such as Software plus Services etc. Business Model different licensing models that Microsoft provides for an ISV/Integrator Approach go-to-market approach within the ecosystem

10 ISV Success Factors in more detail: Defining your success score

11 Key Strategies to consider when working in Information Technology (IT) Markets What is your core competency? Are you specialist in a selected vertical? Are you aligned with the technology from your technology vendor? Product Technology Channel and Segmentation Business Model Are you effective in your ecosystem and do you understand it? Do you have a strategy for international markets? Have you segmented your markets? How is your business model today and how is it going to be tomorrow? Do you have a strategy for cloud computing?

12 ESIMERKKEJÄ

13 Example of Partnering across international borders Business Intelligence delivery by Ravensoft Oy in Finland Account Management and project management by TELLUS International, Inc (Dallas, Texas) Resources and architecture work by Teknion Solutions, Inc (Dallas, Texas) Client in Finland (one of the largest players in their own space) Training solutions partnering example Canadian training solution company participated in IAMCP Trade Mission in Sao Paulo, Brazil The partnering opportunity led to formation of local subsidiary for the Canadian company in Brazil

14 Example of a new type of company seeking partnership in Microsoft Ecosystem AAC Global part of Sanoma Group Successful communication and way of working in the global world Language, communication & management training Terminology Management & Tools Translation & Localization Technology Resources & Tools

15 AAC Global Corporate Multilingual Desktop MS Windows / Internet Explorer 8/ Office/ SharePoint Internet Multilingual Corporate Interface Multilingual Services Dictionaries Glossaries Term Bases Machine Translation Translation Memories

16 MITEN PÄÄSEN MUKAAN?

17 TELLUS VALUE STRATEGY PRODUCT OFFERINGS TELLUS ISV SEMINAR HIGHLIGHTS A workshop for max 10 companies at the time (2 people per company) Each company gets 1,5 days of TELLUS executive time (pre-analysis, workshop, half-a-day post follow-up Unique value proposition for the ISV Alignment with Microsoft and Microsoft ecosystem Business model Go-to-market approach (p2p, channel etc.) Workshop includes a workbook that the ISV will be using during the sessions Live Meeting introduction of the workshop , Workshop , at Life Science Center (Swing) Registration by to Leena Mattila (i-leenam@microsoft.com

18 TELLUS ISV SEMINAR DELIVERABLES You will gain an understanding of how Microsoft ecosystem works and how you could potentially play within it. You will gain an understanding how you have to define your value proposition within the Microsoft ecosystem and target group. You will have call-for-action items in many important areas. You will have follow-up calls with TELLUS executive to collaborate on your plans. You will be better prepared to work with Microsoft on a global basis and understand how you should interact with Microsoft and its ecosystem.