• Skip to primary navigation
  • Skip to main content
  • Skip to primary sidebar
  • Skip to footer
TSB Alfresco Cobrand White tagline

Technology Services Group

  • Home
  • Products
    • Alfresco Enterprise Viewer
    • OpenContent Search
    • OpenContent Case
    • OpenContent Forms
    • OpenMigrate
    • OpenContent Web Services
    • OpenCapture
    • OpenOverlay
  • Solutions
    • Alfresco Content Accelerator for Claims Management
      • Claims Demo Series
    • Alfresco Content Accelerator for Policy & Procedure Management
      • Compliance Demo Series
    • OpenContent Accounts Payable
    • OpenContent Contract Management
    • OpenContent Batch Records
    • OpenContent Government
    • OpenContent Corporate Forms
    • OpenContent Construction Management
    • OpenContent Digital Archive
    • OpenContent Human Resources
    • OpenContent Patient Records
  • Platforms
    • Alfresco Consulting
      • Alfresco Case Study – Canadian Museum of Human Rights
      • Alfresco Case Study – New York Philharmonic
      • Alfresco Case Study – New York Property Insurance Underwriting Association
      • Alfresco Case Study – American Society for Clinical Pathology
      • Alfresco Case Study – American Association of Insurance Services
      • Alfresco Case Study – United Cerebral Palsy
    • HBase
    • DynamoDB
    • OpenText & Documentum Consulting
      • Upgrades – A Well Documented Approach
      • Life Science Solutions
        • Life Sciences Project Sampling
    • Veeva Consulting
    • Ephesoft
    • Workshare
  • Case Studies
    • White Papers
    • 11 Billion Document Migration
    • Learning Zone
    • Digital Asset Collection – Canadian Museum of Human Rights
    • Digital Archive and Retrieval – ASCP
    • Digital Archives – New York Philharmonic
    • Insurance Claim Processing – New York Property Insurance
    • Policy Forms Management with Machine Learning – AAIS
    • Liferay and Alfresco Portal – United Cerebral Palsy of Greater Chicago
  • About
    • Contact Us
  • Blog

EMC World 2012 – Breakfast Discussion – The Partner and Solution Dilemma

You are here: Home / Cloud Computing / EMC World 2012 – Breakfast Discussion – The Partner and Solution Dilemma

May 22, 2012

With Rick Devenuti’s keynote focused on solutions, I had an interesting conversation over breakfast with some IIG consultants that was worth a post.  Skipping the VMWare Keynote so I had some time to think it through.

IIG Partners, IIG Consulting and OnDemand – IIG Take

Related to Rick’s keynote, IIG would like to:

  • Focus on the End User
  • Move to the Cloud
  • Pervasive Governance
  • Transform your business

In order to get better end user solutions, OnDemand services and transforming your business tie to someone (either a partner or IIG) building out more of a solution for businesses.  The dilemma for Rick is how to bring in the serious business knowledge required to really “transform your business”.  (Talking 25 years, seen this client do this, this client do this business knowledge).

The IIG consultants expressed frustration that partners were competing against OnDemand with Amazon type solutions.  A valid concern from IIG is that a partner would undersell the price of the service/software and add on lots of consulting revenue on the back-end.  IIG would like to see partners build out solutions, particularly SAAS, that can help drive IIG OnDemand

IIG Partners, IIG Consulting and OnDemand – Partners Take

Partners struggle with managing the client and IIG relationship.  If the business benefit of an Amazon solution would be cheaper for the client, how can the partner recommend IIG OnDemand?  If “transforming your business” results in a non-IIG solution (say SharePoint), what happens to the IIG relationship?  If the cost of moving from a data center to the cloud has no business benefit, is it worth the effort? If IIG consulting is competing against the partner, why wouldn’t the parnter leverage a non-IIG solution alternative with a software vendor or SAAS provider that doesn’t compete?

During the discussion, we agreed that IIG is a very sales focused division and that can get in the way of trust between a partner and IIG.  Should a partner build out a solution that won’t be marketed or eventually replaced by something from IIG?  (think of box.net or FCG given this year’s announcements about Syncplicity and vertical solutions for Life Sciences).

Summary

The partner relationship model with IIG is complex and can be difficult to navigate.  As Rick moves IIG to be more solution focused, trying to resolve the channel conflict and competition will be difficult given the sales driven culture.  IIG will either have to adjust the culture to be more partner friendly or procure higher end consultants internally.

Let me know your thoughts.

Filed Under: Cloud Computing, Documentum, ECM Landscape

Reader Interactions

Comments

  1. robnelsoncrownpartners says

    May 22, 2012 at 2:01 pm

    Dave, Robert Nelson here. As the head of the Documentum (ECM) practice with an Documentum partner of many years, Crown Partners I want to add my 2 cents on your blog posting regarding IIG Partners, IIG Consulting and OnDemand – Partners Take

    I share your viewpoint (and experience) regarding the struggle between the existing firms that are supporting Documentum using customers and how to manage the tension that exists with IIG and its services group.

    I think one impression that I take away from this year’s EMC World in regards to IIG/Documentum is that they are trying to figure out how to get back to growth mode, but they are trying to change how they define growth. Their traditional approach of selling more net new licenses is becoming more and more of a struggle. So change the measurement. They want to increase their share of the clients overall dollars. The move to OnDemand with IIG Service supporting and managing the systems and packaged solutions that can be rolled out gives them the promise of increasing their top line revenue. Will it work? I do not know. Like your clients, the DCTM clients that we work with today are not looking for this kind of solution from their enterprise class content mgmt provider. They are looking for features, stability, reliability and ease of management.

    Reply

Trackbacks

  1. EMC World/Momentum 2012 – TSG Recap « TSG Blog says:
    May 25, 2012 at 7:02 am

    […] Partners and the OnDemand Cloud […]

    Reply

Leave a Reply Cancel reply

This site uses Akismet to reduce spam. Learn how your comment data is processed.

Primary Sidebar

Search

Related Posts

  • Alan Pelz-Sharpe – Deep Analysis Review of Technology Services Group
  • ECM Roadmap – Thoughts on Planning for the Future
  • ECM Disruptors – Open Source, The Cloud, Software as a Service and Big Data – What are clients doing?
  • Documentum, EMC and the Cloud Article and other thoughts…
  • Momentum 2010 Recap – Virtual Review – Current Priorities for IIG
  • Third Annual TSG Client Briefing – June 3rd – 2010
  • ECM 2.0 – Vision & Review of 2019
  • ECM 2.0 – One-Step vs. Two-Step Migrations
  • Federated Content Management – Enterprise Search with a new moniker?
  • AWS with DynamoDB for Content Management – Reference Architecture & Cost Estimate

Recent Posts

  • Alfresco Content Accelerator and Alfresco Enterprise Viewer – Improving User Collaboration Efficiency
  • Alfresco Content Accelerator – Document Notification Distribution Lists
  • Alfresco Webinar – Productivity Anywhere: How modern claim and policy document processing can help the new work-from-home normal succeed
  • Alfresco – Viewing Annotations on Versions
  • Alfresco Content Accelerator – Collaboration Enhancements
stacks-of-paper

11 BILLION DOCUMENT
BENCHMARK
OVERVIEW

Learn how TSG was able to leverage DynamoDB, S3, ElasticSearch & AWS to successfully migrate 11 Billion documents.

Download White Paper

Footer

Search

Contact

22 West Washington St
5th Floor
Chicago, IL 60602

inquiry@tsgrp.com

312.372.7777

Copyright © 2022 · Technology Services Group, Inc. · Log in

This website uses cookies to improve your experience. Please accept this site's cookies, but you can opt-out if you wish. Privacy Policy ACCEPT | Cookie settings
Privacy & Cookies Policy

Privacy Overview

This website uses cookies to improve your experience while you navigate through the website. Out of these cookies, the cookies that are categorized as necessary are stored on your browser as they are essential for the working of basic functionalities of the website. We also use third-party cookies that help us analyze and understand how you use this website. These cookies will be stored in your browser only with your consent. You also have the option to opt-out of these cookies. But opting out of some of these cookies may have an effect on your browsing experience.
Necessary
Always Enabled
Necessary cookies are absolutely essential for the website to function properly. This category only includes cookies that ensures basic functionalities and security features of the website. These cookies do not store any personal information.
Non-necessary
Any cookies that may not be particularly necessary for the website to function and is used specifically to collect user personal data via analytics, ads, other embedded contents are termed as non-necessary cookies. It is mandatory to procure user consent prior to running these cookies on your website.
SAVE & ACCEPT