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I spoke recently with Stephen Cho, the product manager for the new Google Apps Reseller Program. It's quite clear that Google has learned from its Postini reseller program, from partners like Appirio and Cap Gemini, and from Microsoft's Exchange Online reseller program.
First, the details:
Resellers own the customer. That means billing, first line support, the works.This is in distinct contrast to Microsoft's program for Exchange Online, where partners can sell and benefit from the business, but the Exchange customer would write checks to Redmond.
Resellers get 20% margin. That's in the US, anyway. That means $10/user/year. Period. Have you ever seen such price transparency (and low points) in any reseller program? I haven't. The entire term sheet would fit on a 1/3rd of a page.
Enterprises can't be their own reseller. They have to sell to at least someone other than themselves. Otherwise, this would be a simple way for a enterprise to whack 20% off the already low $50/user/year cost.
Google will provide technical admin support if requested. They won't provide end user support. though. That's one of the value-added services that a VAR can provide.
MacWorld held two important announcements for collaboration professionals, especially those interested in multidevice future:
1. Lotus announced that Notes 8.5 is shipping on Macintoshes, specifically on the new Leopard version of OS X. And its open source office productivity suite, Symphony will be available in a few months. Why does this matter? It matters because Lotus has a clear, vigorous multidevice strategy for the tools that make information workers productive. See Ed Brill's post for the IBM point of view.
2. Cisco announced that WebEx Meeting Center is available on iPhones. In fact, you can download it today to your iPhone. While I haven't yet had the chance to put it through its paces, this announcement signals Cisco's commitment to supporting multiple devices. I expect them to continue to roll unified communications apps on mobile phones of every flavor.
Here are some details:
The native iPhone application is freely available at the Apple AppStore or at iTunes.
It doesn't cost any more to attend a meeting over an iPhone. (But the hoster does have to be running the most current version of the WebEx software.)
a) a black box of spending b) a large bureaucracy which my function tries to work with c) a collection of applications and projects d) the help desk, and the relationship manager I work with e) a set of business services supporting my department or function
Now, which of these is the most beneficial perspective — the one that leads to your firm getting the most bang for your technology spending?
The correct answer is e) a set of business services supporting my department or function.
Why? – because the others eliminate any useful dialogue between you (the IT organization) and business execs (your customers). By viewing IT as a set of business services, such as a ‘product engineering service’ or a ‘field sales support service’, IT spending is mapped to functions which business cares about. When the IT organization is aligned around these services, redundant applications, overlapping projects, and organizational silos are more easily exposed, and the business-IT discussion is re-focused on service levels, costs and capabilities.
The first report tackles the issues of cost. It turns out that most companies have no idea what their fully loaded email costs are (and most low-ball the estimates). But once you add in staffing costs; server and desktop software licenses; upgrades and support fees; archiving and filtering costs; mobile support; hardware, storage, and power costs; and financing costs, email's a big ticket item, as much as $36 per user per month for a 15,000 person company offering BlackBerry support.
Some findings from this cost analysis:
A mobile-less information worker can cost $25 per user per month or a whopping $300 per user per year. In a 10,000-person company doing message archiving, that's an annual budget line item of $3 million.
When you compare the fully loaded costs of on-premise email to the cloud-based alternatives, the cloud service wins for many worker segments in companies (or divisions) of 15,000 users or less.
Today, Check Point Software Technologies, one of the old guard in the world of information security, announced they are purchasing Nokia's security appliance business. This is welcome, if late, news to Check Point's customers who use Nokia hardware. For many years, Nokia was the de facto hardware platform for deploying Check Point firewall software. Check Point/Nokia shops have been struggling for months to decide how to respond to Nokia's announcement that they would rid themselves of this troublesome (think non cell phone) business. For customers with sometimes hundreds of Nokia appliances, the fear of potentially unsupported hardware, or of a big firewall replacement project, were equally disturbing.
This new agreement spawns a couple of interesting questions:
In my coverage of business continuity and disaster recovery, I talk to both IT infrastructure and operations professionals as well as IT security professionals and I've found that the term "data protection" means something different to each. This comes as no surprise and I think for a long time it didn't really matter because IT operations and security professionals operated in independent silos. But as silos break down and "data protection" is a shared responsibility across the organization, it's important to be specific and to understand who is responsible for what.
It’s always the short questions that make my job interesting. Like this one.
Gil, do you think companies will cut back on Enterprise Web 2.0 in light of the economy?
First reaction--it depends. I’m an analyst, that’s always our first answer. But what does it depend on? What are all the factors at play and how will this impact your decisions? So, here’s my read of the Enterprise Web 2.0 trends based on many conversations with my clients and vendors. I will focus specifically on wiki and social networking tools used to improve internal collaboration and knowledge sharing. These are gaining momentum and acceptance within the enterprise. (See my TechRadar report for the details on what Forrester sees in scope for Enterprise Web 2.0.)
There will be a slowdown of IT-driven collaboration projects in 2009. But there will be increased interest in business-driven collaboration projects. Why? There is a technology populist movement, and has been for a while. Small and medium-sized businesses (SMBs) typically operate with little IT support and rely upon vendors for collaboration services – nothing new here. But we find that business units in enterprises, especially those in companies with politically weak IT departments, are increasingly behaving like SMBs, and they are going out and provisioning technology on their own. This is a form of institutional Tech Populism.
If you haven’t yet heard the latest news on the American political scene, let me fill you in: Illinois Governor Rod Blagojevich has been arrested on charges of conspiracy to commit fraud and soliciting bribery. Among the alleged offenses is that the Governor planned to sell the Senate seat of President-elect Barack Obama to the highest bidder, or, if no offers met his expectations, to take the seat for himself for personal gain. One is reminded of the remark, often attributed (perhaps incorrectly) to Mark Twain, that the United States has “the best politicians money can buy.”
I was on a conference call with my Research Director, Mike Gilpin and colleague Charles Brett the other day discussing complex event processing and business rules when suddenly Mike and Charles starting talking about "horses for courses". Say what? We went from talking about events and rules to horses and courses? I never heard this expression before so I asked. And, for those of you who think that I am provincial, I asked several other people in our Cambridge, Massachusetts office and they were dumbfounded as well.
Keep an eye out in the next week for Forrester’s GRC Trends 2009 report, which will take a look at how a decidedly rocky end of 2008 will impact those responsible for various aspects of corporate governance, risk management, compliance, audit, and finance... as well as the product and service firms that serve them.
One trend that we call out in the report is the impending consolidation of the GRC technology landscape, which is a top-of mind issue for many leading vendors in the space.