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Showing posts from November, 2012

Systems Integrators in a SAAS world

Picture the scene.   You are a SAAS provider.  Your products works for SME’s as well as large corporates.   You know you will need to sell through the channel to get to the larger enterprises.   You engage with the ones who have the best profile for your offering.    You have a great first round – they love your stuff – they say “ we want to sell your service .”    But first…………. we have a few questions.   Now you roll back the clock.   Sigh.   You are in a time warp as you read the questions :  • Where is [ product/service  name]  hosted ?  • Please give us Network, Application and Security Architecture diagrams • What is the models for enterprise clients to sign up?.  • What toolkits are available?  • How will we be able to assist our clients with implementation ?  • How do we monitor and support our clients ?  • Is your product IP protected? • Please provide reference clients. • Please give us white papers • Typical project plans, with list of activities f