Monday July 28, 2008
As we hear more and more dialog around software vendor ecosystems and less about point to point partnerships the need for developing some “best practices” to enable peer to peer (P2P) networking is becoming much more important. Over the last 2 or so years P2P networking has gotten a lot of attention by software vendors, software partners and ultimately software customers. Why all the attention? I think there are several factors that are driving this change in partner go to market strategy, including shrinking profit margins, changes in customer buying behavior and a realization on the part of some partners that P2P networks work directly to increase revenue and margin. Several leading technology research firms have published data that demonstrates the increased business opportunity that results from these networks.
In looking at “best practices” in P2P networking we should look at several different areas. Software vendors have, in some instances provided tools, infrastructure and support for building and operating P2P networks. Third party partner organizations like the International Association of Microsoft Certified Partners (IAMCP) are also providing infrastructure and direct support of P2P networking. There are several good examples of vendors facilitating partner collaboration and joint solution offerings. IBM has a program called ValueNet that was established to provide an online environment for partners to collaborate on joint solution offerings. IBM not only provides the infrastructure but also helps with marketing and business development.
Several vendors are running trials using online communities to help facilitate P2P networking, including using 3D virtual worlds like Second Life. Several leading companies are using or have tried Second Life over the last two years for everything from virtual events and trade shows to partner training. Here’s IBM's current use of Second Life.
P2P networks are here, they’re becoming more sophisticated and are generating strong value for both vendors and the partners involved. Because of their solutions focus they also provide good value for customers, which, after all is the point.
