scholarly journals Why Do Complementors Participate? An Analysis of Partnership Networks in the Enterprise Software Industry

2012 ◽  
Vol 59 (2) ◽  
pp. 250-265 ◽  
Author(s):  
Thomas Kude ◽  
Jens Dibbern ◽  
Armin Heinzl
Keyword(s):  
Software Industry ◽  
Enterprise Software ◽  
Partnership Networks

SmartOps Corporation: Forging Smart Alliances?

2017 ◽  
pp. 1-11
Author(s):  
Ronald T. Wilcox ◽  
Gerry Yemen
Keyword(s):  
Decision Making ◽  
Software Industry ◽  
Enterprise Software ◽  
Significant Control ◽  
The World ◽  
The Relationship ◽  
A Company

“After creating a market for his “new to the world” product and a significant partnership with the German-based SAP, Sridhar Tayur had an opportunity to take the partnership with SAP to another level by establishing a reseller arrangement, available to only a dozen or so of SAP's elite partners—widely considered in the enterprise software industry as a dream come true for technology entrepreneurs. Suitable for use in MBA, EMBA, and GEMBA programs, this case offers the opportunity to focus decision making on several key marketing and sales issues. Should Tayur sign a deal with SAP, thereby handing significant control of the messaging and positioning of SmartOps to a global giant? How reliant on SAP did he really want to get? Would signing the deal make losing control of his company more likely and alienate prospects who were not fans of SAP? What would not doing the deal mean for the relationship with SAP? Would SAP go down the reseller route with a competitor? What exactly was a good reseller contract, and was it possible for a company as small as SmartOps to make the agreement a win-win?”

From Products to Services: The Software Industry in the Internet Era

2007 ◽  
Vol 81 (4) ◽  
pp. 735-764 ◽  
Author(s):  
Martin Campbell-Kelly ◽  
Daniel D. Garcia-Swartz
Keyword(s):  
Web Services ◽  
Computer Networks ◽  
Software Industry ◽  
Personal Computers ◽  
Gradual Transition ◽  
The Internet ◽  
Enterprise Software ◽  
Mass Market ◽  
Software Products ◽  
Computer Services

The computer-services and software industry used to be conveniently divided into three main sectors: mass-market software vendors, enterprise software vendors, and computer services. The three sectors were distinct, because personal computers, corporate mainframes, and online computer networks operated in relative isolation. The arrival of the Internet effectively connected everything, facilitating the entry of mass-market vendors into enterprise software and of both mass-market and enterprise software vendors into computer services. As the turbulence of the first decade of the Internet era subsides, a gradual transition from traditional software products to “Web services” is taking place.

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