In my experience, it's been almost impossible to find VARs or SIs who understand the SaaS value proposition AND who have the expertise to sell an enterprise-class product. Even among the few who do, it's very difficult for them to give up the up-front revenue model that they have built their businesses on. (In this, the situation parallels the situation of traditional on-premises software vendors who want to transition to the SaaS model; the shortfall in cashflow created by the switch to subscription pricing may kill these companies before they can complete the transition.)
I'd be very interested in talking to some of the pure-play cloud VARs/SIs out there, expecially if they have experience in the manufacturing industry. In the meantime, we've signed up implementation parnters who are happy to get the revenue from these projects, without necessarily becoming resellers. It's an interesting business model.
Discussion on:
Message 6 of 1
The best of ZDNet, delivered
ZDNet Newsletters
Get the best of ZDNet delivered straight to your inbox
