Partnerstrategy
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| Anzahl der Teile | 34 | |
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ownCloud conference 20183 / 34
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00:00
Strategisches SpielRechter WinkelLastComputeranimationVorlesung/Konferenz
00:19
Schreib-Lese-KopfEingebettetes SystemDesintegration <Mathematik>Strategisches SpielQuellcodeFaserbündelDualitätssatzKollaboration <Informatik>Office-PaketPunktwolkeDemo <Programm>MAPProjektive EbeneSichtenkonzeptDigitales ZertifikatWeg <Topologie>Front-End <Software>MereologieImplementierungInstallation <Informatik>PunktwolkeInformationsspeicherungZentrische StreckungBildschirmmaskeLastPhysikalisches SystemPunktKategorie <Mathematik>Zusammenhängender GraphDienst <Informatik>Nichtlineares GleichungssystemVollständigkeitMaßerweiterungPlug inSystemplattformStrategisches SpielHilfesystemTypentheorieDifferenteArithmetische FolgeOverlay-NetzSoftwareentwicklerIntegralProdukt <Mathematik>BitFokalpunktCloud ComputingMomentenproblemSystemintegrationCodeElektronischer ProgrammführerOffice-PaketElement <Gruppentheorie>UnternehmensarchitekturSaaS <Software>ComputeranimationDiagramm
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Strategisches SpielKeller <Informatik>VollständigkeitProgrammMaßerweiterungZenonische ParadoxienReelle ZahlOffice-PaketPunktUnternehmensarchitekturFokalpunktStrategisches SpielZahlenbereichPunktwolkeFront-End <Software>Arithmetische FolgeProdukt <Mathematik>IntegralGebäude <Mathematik>InformationsspeicherungVollständigkeitTelekommunikationDigitales ZertifikatDatenverwaltungServerFlächeninhaltPerspektiveCodeInzidenzalgebraRichtungMinkowski-MetrikRechter WinkelUnrundheitGemeinsamer SpeicherKollaboration <Informatik>MereologieProgrammierungSoftwareentwicklerSichtenkonzeptElektronische PublikationDigitalisierungSynchronisierungEigentliche AbbildungMAPKeller <Informatik>Computeranimation
11:59
CASE <Informatik>ComputeranimationVorlesung/Konferenz
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VideokonferenzHypermedia
Transkript: Englisch(automatisch erzeugt)
00:08
All right, so, yes, my name is Joerg Iberwein. I'm with OnCloud for right about three months now. And it's really exciting to be here. So I'm taking care of all the partners
00:22
and alliances relationships we have in the company. And actually, John gave me a spot here to provide you an overview on our partner strategy. So I want to really quickly take a couple of minutes and guide you through how we work with partners and what we're gonna do with partners in the future.
00:45
Okay, doesn't work, typical thing. So we have a couple of different partner roles
01:01
we are dealing with. I want to start with the sales role first because that's, for this audience, the most unimportant one. So our go-to-market partners which make a big chunk of our partner ecosystem, we are dealing with OEM partners, of course, service-providing partners who do hosting, SaaS services, or managed services.
01:23
So they provide OnCloud in that categories. And then, of course, we have really huge ecosystem of reselling partners who are mainly system integrators who actually take OnCloud to our customers in form of projects and then go with their own knowledge
01:40
and own expertise and install and implement OnCloud infrastructures at our customers. So that's one of the roles we have with partners. Another very important role is our technology partner track. So here we work with companies
02:01
and team up in the backend, especially focusing around getting certifications in place. I'll talk a bit about this in a couple of minutes. Hand-in-hand with the certifications goes always support. As we are, as a company, are very focused
02:21
on the enterprise market and the enterprise customers, this is really a crucial element of our partnering strategy going forward so that we actually team up with our technology partners and be able to provide a complete stack with a complete service level agreements in place
02:41
so that the customers can be sure that the technology works, is tested, proven, and service is available. In the same category, you also do co-development with partners and of course a lot of integration work as with Kepana or OnlyOffice and a couple of others of our technology partners.
03:05
An overlay partner type is our strategy or strategic partners or alliances. These are usually bigger companies with a global reach which kind of help us accelerating innovation on a broader scale and also extending our market reach
03:23
with OnCloud on a global level. So I just put a couple of logos on here. There are many more as we are, of course, very heavily dependent also on the storage which lies below the OnCloud layer. So we're working with those vendors as well.
03:41
Strategic partners are just in general partners who actually support and help us with bringing forward our technology strategy. So that's the business side of the equation but there is also the community. That's a very important component of our technology and innovation approach as well.
04:04
So I would, from a partnering point of view, go ahead and see also the community as the partner or as a partner. I would take it at that level. So the community becomes part of our partnering ecosystem
04:21
and around our ecosystem we are using or providing tools and infrastructure which help to integrate and take all the innovation we do to market as well. So OnCloud Foundation is one of those tools who brings all the co-development, the coding,
04:42
the integration, the contribution into the right spot and helps us to take this forward. Another tool I'd like to mention here real quick is OnCloud Marketplace. In my personal opinion, we are using it too less at the moment so we'll put a very strong focus
05:03
on this one going forward with partners as well. OnCloud Marketplace is a platform where we allow the community, partners, whoever contributes and provides components or extensions, plugins whatsoever from OnCloud.
05:22
We provide a place to put it and to make it available to all interested people and also to all customers. And as you can see, we have community contributions here. We also have some partner products here available. So that's the other tool or one of the other tools
05:41
we're going to leverage much more going forward. So OnCloud Marketplace becomes another vehicle to work closer with OnCloud and for OnCloud to work closer with our partners. To complete the infrastructure, this is now a look
06:02
into the near future. We also go and implement, so this is already work in progress and what you see here is a mock up of how it should look like. We also go and implement a partner portal for our partners which has been something which was missing in the past. So we are currently working on building infrastructures
06:22
to work closer with our partners to better communicate with our partners and of course to be more transparent as we have been in the past. So that's a really important thing to have continuous communication going on and that the partners can access everything they need to do their work properly. So that's work in progress.
06:42
And that will become, so to speak, kind of the glue for our partner ecosystem which holds this together and kind of will be the central point for communicating between OnCloud and the partners. And just to give you some numbers, as of today we have around 300 and a couple
07:02
real active partners we are working with. As I started three months ago, I was digging into all the partners listed so we have many, many more partner names and company names listed as partners so that's nearly four digit number. But to break it down to those who are really actively engaging with us, that's around about 300
07:23
and a couple and about two third of that is in the sales and go to market area. We have around 40 plus real important technology partners we are working with and do integrations and co-development as companies and we are engaging with our partners
07:42
in about 65 countries worldwide. So we are really spread all over the globe and we have real good engagement also in Thailand, Vietnam, North America, South America, Peru, Chile. So there's a lot of stuff going on.
08:03
Now as this has been, this talk, this 10 minute talk I got here has been titled as partner strategy. I want to give you a very high level outlook on what we are doing. So the goals for the next 12 to 15 months will be that we go and revise our partner program,
08:21
make it more modern, make it more transparent, and make all the stuff we have more and easily accessible for our partners. And that will be kicked off with the launch of our partner portal in early 2019. That's what we're currently aiming for. And the second goal is, well I internally talk about 2019
08:46
will be the year of the partner, that's what I say. That as soon as we have the respective infrastructure in place to deal or work more programmatic with the partners, that we go and extend our partner ecosystem into the right areas.
09:02
That's definitely coverage. So that means from a sales point of view that we have partners in the right countries and that we have strong partners, not just signing them up but also enabling them so that the knowledge is on site and that our partners can actually represent on cloud properly to customers.
09:23
That's gonna be a focus. I already mentioned certifications. As we are a company, we're really focusing on enterprise business. This is gonna be a very important topic as integration, back-end teaming, and back-end alignment is very important for our customers
09:40
because the customers don't care if there's an incident, who is responsible, who is going to fix it. They just wanna have it fixed. We make sure when we team up with our partners that we have the respective certifications in place, that we have the respective support alignments in place and the team knows each other
10:00
and can talk to each other and communicate short ways. And of course, completeness of stack. So that's another topic. From a partnering perspective, I'm tied up very closely to our product management, also to our engineering team, and supporting my colleagues here
10:23
to team up and connect to the right partners so that we can actually complete our product stack going forward. We are our focus and Bob from Kopana already mentioned kind of the same thing. We are focusing on enterprise file sync and share. So we do what we can do best,
10:43
but to complete our offerings and complete our stacks, we work with partners and build a stack around on cloud. Like for example, in the collaboration space, we are teaming with Collabora, we are teaming with OnlyOffice. We just started to work very intensely
11:03
and close with Kopano. So that's the next steps and we go into that direction in 2019. And finally, we already had some first certifications coming out. So Scaleti Senco is the Scaleti S3 server backend
11:20
that was recently certified. Other important S3 storage backends are in the pipeline for being certified and there is more to come. I just wanna put that here as a hint so that you can see there's already stuff going on and we will actually push this forward in 2019.
11:43
And with that, that's the sneak peek on the partner strategy. Thank you very much. And if there are any questions, I'm happy to answer that. Does anybody have any questions? Doesn't seem like it.
12:01
All right, so I'll be around the whole day in case you want to talk to me in regards of partnerships or have any questions, just come and find me, I'm outside. Or as I said, I'm around the whole conference. Thank you.