I’ve been suggesting for years that PC vendors could be great channel partners for Software-as-a-Service (SaaS) vendors, and Dell now has an opportunity to prove me right.

Today, Dell and saleforce.com announced that Dell will offer salesforce.com’s SaaS solutions to its small- and mid-size business (SMB) customers via its website.

This is a natural combination. Dell has been a prominent customer of salesforce.com’s on-demand CRM solutions. Salesforce.com uses Dell’s computers in its data centers. This week, the companies’ CEOs will be on stage together at Oracle’s Open World conference.

Selling software to its customers isn’t new for Dell. It has been offering Microsoft Office, Symantec Anti-Virus and other applications for a while. Adding salesforce.com’s on-demand solutions enables Dell to position itself as a fuller, ‘one-stop shop’ for SMBs.

This gives salesforce.com a strong new channel to market and builds on Dell’s core competency as a direct sales company, … Read More »

I was astonished to learn that salesforce.com’s founder and CEO, Marc Benioff, is speaking at next week’s Oracle Open World customer/partner conference.

Although Benioff is an alumnus of Oracle and Oracle’s founder/chairman/CEO Larry Ellison was an initial investor in salesforce.com, there has been no love lost between them publicly because salesforce.com was conceived to compete against Oracle’s Siebel division long before it became a part of Oracle.

Benioff has spent the past decade ridiculing the inefficiencies of on-premise customer relationship management (CRM) software and other legacy enterprise applications, along with traditional hosting models associated with Oracle. Ellison has returned the fire with his own tirades about the impossible economics of the Software-as-a-Service (SaaS) model. And, Ellison’s lieutenants in the Siebel On-Demand division have made increasingly aggressive efforts to undercut the success of salesforce.com over the past year.

Yet, folks I know who are a part of the Oracle inner-circle … Read More »

THINKstrategies announced today that IDeaS Revenue Optimization has been named the latest winner of the Best of SaaS Showplace (BoSS) Awards program, which is aimed at promoting the measurable business benefits being delivered by today’s Software-as-a-Service (SaaS) solutions.

The BoSS Awards program was announced in January 2009 as the latest initiative by THINKstrategies to bring attention to SaaS and cloud computing companies which are producing tangible business benefits for specific user organizations. These benefits include increased sales, lower costs, higher customer satisfaction, faster operations, and greater profitability.

IDeaS, a SAS company, is a leading provider of Pricing, Forecasting and Optimization solutions and services. Acquired in 2008 by SAS, IDeaS enables global organizations such as leading hospitality, travel and transportation companies to understand, anticipate and react to consumer behavior in order to optimize company-wide revenue and profits.

Click here to read more about IDeaS’ … Read More »

Salesforce.com has teamed with Unit 4 Agresso to create a new company, called FinancialForce.com, that will build upon the Coda 2go on-demand financial application.

This move is another indication that CFO receptivity toward SaaS-based accounting, financial management and enterprise resource planning (ERP) applications is rising.

The new joint venture will build on Coda’s original Force.com-based SaaS solution, and the growing momentum in the SaaS accounting and financial management applications market produced by NetSuite , Intacct and others in this area. (Disclosure: I’ve done work with all of these companies.)

This announcement is newsworthy because it is Salesforce.com’s first direct foray into the financial application market and its first joint venture.

There are probably an assortment of marketing and legal reasons why the two companies have formed this joint venture. However, the reality is that  few joint ventures in the tech and software industry have been successful because the partners often … Read More »

THINKstrategies announced today that SchoolDude.com has been named the latest winner of the Best of SaaS Showplace (BoSS) Awards program, which is aimed at promoting the measurable business benefits being delivered by today’s Software-as-a-Service (SaaS) solutions.

The BoSS Awards program was announced in January 2009 as the latest initiative by THINKstrategies to bring attention to SaaS and cloud computing companies which are producing tangible business benefits for specific user organizations. These benefits include increased sales, lower costs, higher customer satisfaction, faster operations, and greater profitability.

SchoolDude.com provides a suite of on-demand operations management solutions that help school districts, private schools, and universities save money and time by managing their IT, facilities, and business operations more efficiently. This includes functions such as preventive maintenance, facility work order management, inventory management, IT incident and IT asset management, community use scheduling, and utility use tracking … Read More »

I had the privilege of visiting Copenhagen, Denmark, for the first time this past week to give keynote presentations at ComputerWorld’s Top 100 Award ceremony and the first Hosting Day Conference held in the city. I also met with an assortment of local cloud computing entrepreneurs and a variety of established players pursuing Software-as-a-Service (SaaS) opportunities in the Nordic region.

I was invited to participate in these events by Anders Trolle-Schultz, the founder of SaaS-it Consult Ltd. and organizer of the Hosting Day conference. I knew little about Anders or his consulting business when I sent him an email in June to congratulate him on publishing a terrific column in the Sandhill Group newsletter, entitled “Software as a Service: It’s About the Business Model, Stupid!”

I was pleasantly surprised to discover that Anders was a fan of my writings as well, and … Read More »

Dell’s acquisition of Perot Systems clearly demonstrates that Dell is in the midst of abandoning its historic advantage as the most efficient direct marketing company in the tech industry, in favor of following the increasingly failed outsourcing models of its bigger hardware rivals.

By buying Perot Systems, Dell is following in the footsteps of HP’s acquisition of EDS in an attempt to match the IT outsourcing (ITO) and services capabilities of IBM.

The only problem is that an increasing number of large-scale enterprises have become disillusioned with tradition ITO because these asset transfer deals have generally failed to achieve their business objectives. Even traditional IT consulting engagements frustrate many IT and business decision-makers because they tend to be too long and expensive.

Blending a labor-intensive business, like Perot Systems, with a product-centric company, like Dell, is also a formula for trouble. These are two very different … Read More »

THINKstrategies announced today that Verio has been named the latest winner of the Best of SaaS Showplace (BoSS) Awards program aimed at promoting the measurable business benefits being delivered by today’s Software-as-a-Service (SaaS) solutions.

The BoSS Awards program was announced in January 2009 as the latest initiative by THINKstrategies to bring attention to SaaS and cloud computing companies which are producing tangible business benefits for specific user organizations. These benefits include increased sales, lower costs, higher customer satisfaction, faster operations, and greater profitability.

Verio is the leading provider in delivering online business solutions to SMBs worldwide. Distributed through its global network of OEM and via Verio channel partners, Verio’s solutions provide web hosting, application hosting and SaaS that enables SMBs to drive online success. Verio is a subsidiary of NTT Communications, one of the largest companies in the world and supports its … Read More »

THINKstrategies unveiled today a new Primer aimed at helping Independent Software Vendors (ISVs) develop and deliver successful Software-as-a-Service (SaaS) solutions.

The SaaS Primer for ISVs is based on our extensive experience working with a wide array of SaaS providers, and indepth understanding of the rapidly changing expectations of IT and business decision-makers within organizations of all sizes and across nearly every industry.

Click here to learn more about the new Primer.

In the ongoing tug-of-war between on-premise and on-demand vendors, much was made of Steve Lucas’ jump from the SaaS unit of SAP’s Business Objects to Salesforce.com to lead its new Force.com Platform-as-a-Service (PaaS) initiative a little over a year ago.

With far less fanfare, Lucas returned to SAP last month as its new SVP of Business User Sales for North America. Since Steve is a friend, and SAP and Salesforce.com are also clients, I won’t share any confidential information or insight. However, his move does raise a series of interesting questions about Salesforce.com’s Force.com initiative and SAP’s plans.

Given Salesforce.com’s rapid growth despite the macro-economic slowdown and the major push the company is giving Force.com, it is surprising to see Steve return to SAP which is still struggling to define its Software-as-a-Service (SaaS)/cloud computing strategies and solutions.

While SAP’s struggles have been well documented, … Read More »