European ISV Convention 2011 Booklet

Delegate booklet

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2011

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Welcome

Welcome to the fourth European ISV Convention sponsored by some of the major organisations shaping the future of our industry.

Dear Delegate The theme this year is all about Business Transformation and how it is shaping the solutions customers are now demanding, changing the types of applications that are being developed and reshaping the channels, partnerships and alliances within the IT industry.

During the Open Sessions we will explore the world of Business Transformation. We will garner different perspectives on what is meant by Business Transformation, look at what these new applications will look like and debate what effect this will all have on the channels to market and how a software developer differentiates themselves.

In Open Session 1 we will have speakers from Oracle and Cisco who will give us their views on Business Transformation and what are the business drivers that are changing the IT requirements of our customers. This session is important to all delegates as we all need to understand that the world has changed over the last couple of years. Not just from a technology standpoint but more importantly from the customer requirement perspective.

The advent of Cloud Computing and particularly the whole Managed Services phenomenon is changing forever the channels to market, and affecting the relationships, partnerships and alliances that to date have underpinned the IT community.

This third session will look at what the new channels are likely to look like and who ISVs should partner with to differentiate themselves and give them the best opportunity to prosper.

I am sure these three sessions will create great interest and debate and will hopefully give you some great ideas and help generate some great partnerships.

This day is designed to give you lots of opportunity to explore new ideas, debate issues and form new partnerships. However its success will really be down to you.

By attending you are making a great commitment of your time, make sure you utilise this time effectively by meeting as many of your peers and sponsors as possible.

IT Europa is here to facilitate those meetings and debates so please ask any of our staff for assistance when needed.

This change affects the software developer more than any other segment of the industry and we can expect a lively and controversial debate in the panel session that follows the talks.

I look forward to meeting you during the day and wish you a successful time.

In Open Session 2 we will move the discussion forward by looking at the new applications and solutions that are likely to evolve from the new customer requirements and in particular the impact Cloud Computing will have on their development and delivery. IBM and SAP will lead this session with their views on what these new applications will look like and how ISVs will need to adapt and focus both their development skills and their go to market strategies.

Best Regards Alan Norman Managing Director IT Europa Publications Ltd.

The panel session following the presentations will be an opportunity for delegates to challenge the vendor views and give their own opinions as how they are seeing their markets developing and what they see as their priorities.

The third Open Session this year will focus on how ISVs differentiate themselves in this changing marketplace. This session will be led off for the first time by IT Europa, who will be supported by Delta International.

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Agenda & Open Session Content 09.00

Welcome

09.15

Open Session 1: Business Transformation

OPEN SESSION 2 - The Cloud Opportunity

Speakers Chris Baker - Senior Vice President Core Technology Business - Oracle Scott Sibuns - European Business Development Manager - Cisco Panel discussion 10.45

Coffee

11:15

Open Session 2: The Cloud Opportunity Speakers Dave Mitchell - Director, Strategy & Emerging Business, ISV and Developer Relations - IBM Dr Christian Baader – Vice President Strategy & Channel Development, Outsourcing and On Demand Ecosystem - SAP Panel discussion

12.30

Networking Lunch

13.30

Open Session 3: Differentiation Speakers John Chapman – Editorial Director, IT Europa John Miller - Founder, Delta International Panel discussion

15.00

Boardroom and 1:1 meetings plus informal networking

18.00

close

19.30

GALA DINNER incorporating: European IT Excellence Awards

Content OPEN SESSION 1 – Business Transformation

Addressing the future through understanding the new business drivers.

Businesses want to do more with IT than just support their existing operations. They need IT solutions to help them transform their business practices, procedures and processes.

Now more than ever it is business drivers that are influencing IT buying patterns. Business Transformation is now the number one topic for CEOs, CFOs and CIOs, ISVs need to understand this major business driver and develop solutions that address its issues.

- are the rules of the game changing?

What does Cloud Computing mean to the ISV Community What do these new business transformation applications look like and how are they likely to be delivered. It will probably not be in the same way we are used to.

With many ISVs just beginning to understand the implications of SaaS, what do they need to understand to maximise the opportunity of Cloud infrastructures. There are a whole array of cloud hosting companies offering Platform as a Service (PaaS) and Infrastructure as a Service (IaaS) options for ISVs to upload, deploy and market their applications. So what should the ISV look for in such a partner?

Having chosen the right hosting partner for technical and operational reasons, how will that relationship help the ISV to market their applications. Does the ISV lose their independence if they participate in a service providers appstore? Will they just be an application marketed by someone else.

OPEN SESSION 3 – Differentiation

As new business models emerge, how does the ISV maximise their visibility to potential customers, partners and acquirers.

Who will be the new business partners for ISVs. How do ISVs identify and attract them and then maximise the relationship?

As the market for software expands because of the cloud, new entrants will emerge to challenge the status quo. In this fast evolving marketplace how does the ISV maintain its differential both to protect its market position and to take new market share.

Are ISVs now competing in just one global market? If so how do they need to present themselves and what kind of partnerships do they need. Do they need local presence, how do they ensure a consistent message and level of support and what type of partnerships do they need to engender?

At the heart of business transformation is the need to integrate the dynamic activities of the business with the back office systems. In a mobile world today’s desktop can be anywhere and of any shape and design. ISVs need to be at the heart of this evolution enabling organisations to respond to fast changing business environments.

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The Cisco Developer Network: Enabling Developer and Customer Success The Cisco Developer Network helps Cisco customers get even more value from their existing network investment. By creating an ecosystem of thirdparty developers, it exponentially expands the number and quality of rich, new business solutions available for customers taking advantage of Cisco’s powerful network platform.

Technical Enablement

Program Management

Developers

Sales Enablement

Marketing Enablement

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The Program is designed to provide Developers with the technical, marketing, and sales tools and resources needed to develop “Cisco Compatible” offerings, address the business needs of their customers, reach new markets, and help their businesses grow. It is based on a tiered participation structure with incremental requirements, entitlements, benefits, and advancement criteria that recognizes and rewards a Developer’s investment, commitment, and achievement.

By becoming part of the Program, Developers can employ a rich set of resources enabling them to: ●

Develop complementary offerings using Cisco technology and technical tools and resources available on the Portal

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Directly access developer support made available as part of the Program

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Participate in virtual and in-person developer training and events

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Purchase discounted Cisco hardware and software for lab and demonstration use

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Perform Interoperability Verification Testing (IVT) designed to meet their deployment needs

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Market “Cisco Compatible” offerings by taking advantage of the many benefits available - Program logos, PR support, Developer directory listings, internal- and customer-facing event participation with Cisco, and more

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Sell their “Cisco Compatible” offerings, potentially utilizing the various sales engagement benefits and programs that directly connect you to Cisco’s broad sales channels

Developers are eligible to take advantage of a set of Program Entitlements, based on their level of participation and completion of applicable milestones, to help support every phase of their business cycle. Solution Developers and Preferred Solution Developers may also qualify for additional Add-on Go-toMarket Benefits and other Optional Benefits upon satisfaction of applicable requirements and achievement.

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Cisco Cius

The growing number of mobile workers has made mobility critical to business. Cisco® Cius is an innovative new business tablet, which delivers the most portable, powerful, reliable, and secure communications, computing, and collaboration experience for a device of its kind. Cisco Cius delivers: ●

Transparent mobility

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A virtual desktop client for cloud computing

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High-definition video and Cisco TelePresence™ solution interoperability

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Anywhere access to Cisco collaboration applications

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Android Marketplace applications

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A new contacts-driven interface that simplifies collaboration

The Mobile Majority: Enterprise mobile users wil make up 73 percent of the workforce in 2012.

Michele Pellno, Principal Analyst, Forrester Research

Cisco Cius: Get ready for a new way of working.

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Applications Are Migrating to the Cloud: By 2012, 40 percnt of businesses will adopt a blend of cloud – and premisesbased approaches to meet their unified communications needs, compared with an estimated 3 to 5 percent of businesses in 2009.

Daniel O’Connell, Research Director, Gartner (Computerweekly.com, January 14, 2010)

Business Apps wanted! This Cisco Cius SDKv1 is targeted at generic Android developers and the Cisco Developer community who wish to develop robust applications for businesses. General knowledge of developing applications using Android SDK 2.2 is expected. The Cius Development Guide v1.0 provides you instructions for installing, configuring, and using the Cisco Cius skin with the standard Android SDK 2.2 developer environment.

After reading this guide, you will be able to run and test your Android applications written for Cisco Cius from the Android 2.2 development environment.

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IBM PartnerWorld An overview of resources available to help you grow your business A broad range of IBM PartnerWorld® assets can help you find new customers, improve your solutions, network with other partners and close more sales.

These resources include technical expertise to help with building and testing your solution, marketing know-how to help to refine your strategy and reach out to clients and prospects, and sales tools to help to increase the size of your sales pipeline and close deals quicker and more profitably.

Improve your skills and solutions The IBM Virtual Innovation Center™ Web site provides easy access to a comprehensive portfolio of online courseware and workshops—around the clock and around the world. In addition, you can receive personalized guidance throughout all phases of your software development project.

Network to accelerate growth and innovation You can use the global network of IBM Innovation Centers to help reduce your development costs and time to market.

Whether you want to gain technical skills, learn how to sell more effectively with IBM, or connect with developers, academics and other IBM Business Partners, you can find the help you need.

You will get strategic advice, as well as hands-on assistance and access to cross-platform testing environments, at an IBM site or remotely.

Receive marketing and sales assistance You can access Internet marketing tools to help you extend your reach in the marketplace.

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Lead generation

ISVs who qualify will receive increased benefits, including:

The Internet lead generation offerings enable you to make more effective use of the Web to find, track and convert leads more quickly and easily. You can create Web landing pages for compelling online campaigns, effective registration pages and personalized “thank you” pages, and e-mails to fulfill offers requested by prospects.

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Access to new technology resources to help speed time to value.

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Dedicated IBM executives and technical experts to speed application development and delivery to joint customers.

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Joint business development investments to drive more demand.

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Opportunities to co-sell with IBM.

Lead qualification Hoover’s, a subsidiary of Dun & Bradstreet, maintains a comprehensive database of information about corporations worldwide. You can research new sales leads, identify decision makers and verify prospect financials using Hoover’s online sales lead and marketing research tools at a substantial discount.

Actively participate There are three levels of participation in the PartnerWorld program: member, advanced and premier. To enroll as a member, all you need to do is complete an online registration form and accept the IBM PartnerWorld agreement.

Partner-to-partner connections Value Net Connections introduces you to other IBM Business Partners to grow your business—from assisting in the selection of the right Business Partners, to assistance with program support that drives go-to-market activities.

Industry Solutions Specialty IBM Industry Solutions specialty is an exciting new opportunity for ISVs to gain increased access to, and investment from, IBM to grow your business in one of eight industries. Attaining this IBM cross-brand specialty sets you apart from the rest when customers are looking for a trusted adviser for guidance in navigating this increasingly competitive market.

This new specialty is exclusive to ISVs and requires that you integrate your industry solution with both IBM software and hardware. Additionally, ISVs must have a history of both IBM software and hardware revenue as well as verified client references. ISVs who have validated on IBM Industry Frameworks may apply their validated solution toward the software skills requirement of the specialty.

Achieving Advanced or Premier participation level as an ISV in PartnerWorld has its rewards, including enhanced sales and marketing benefits that can directly impact your bottom line. You can differentiate yourself from the competition and increase your visibility with IBM executives, sales teams, and other Business Partners as a leader in your industry or region.

Qualification for participation levels is based on your company’s attainment according to a points table. You can earn points in four categories: ●

Skills

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Revenue

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Client references

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Customer satisfaction

IBM will award points for Verified Business Partner Solutions that leverage the sale of IBM hardware, software or services. You will then be entitled to a rich set of benefits, including the right to use the Business Partner Emblem.

For more information To learn more about the resources available to help you connect with new customers, experts and partners, visit:ibm.com/isv

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Oracle as a Revenue Stream

Complete, Open and Integrated Platform ● allowing you to focus on application functionality ● enabling you to deliver faster, cheaper and at lower risk

Increase your Share of Customer Wallet ● to address end user requirements ● to help you increase your competitiveness

Address Sales Challenges Oracle global footprint and go-to-market resources ● to increase market penetration and reach

Flexible commercials models ● to support different end user engagement models ● to increase revenues and margins

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Oracle as a Revenue Stream strategy At Oracle, we not only understand where technology trends are headed; we’re defining and driving those trends in key markets such as enterprise applications, middleware, and information management. Oracle’s technology platform strategy reflects that deep market understanding, and is built upon three main pillars: Complete, Open, and Integrated.

In fact, we have bet the business on this approach and without the Complete, Open and Integrated platform we don’t believe that we would be able to competitively develop, maintain, enhance and integrate our own broad portfolio of applications.

Whatever your strategy and whatever the risk factors, we believe that by partnering with Oracle we can improve your ability to execute on your chosen strategy and reduce the risk factors.

We can add weight to your ability to take those solutions to market by leveraging Oracle’s Go-to-Market resources And once again, help you increase your revenues and margins by leveraging Oracle’s flexible commercial models If you are focusing on market development, Oracle can improve your ability to execute by enabling you to: Get to new markets faster and more effectively by leverage Oracle’s global footprint and go-to-market resources Deliver on new engagement models such as managed service or SaaS, and again benefit from...

Increased revenues and margins by leveraging Oracle’s flexible commercial models And finally, if you are pushing forward on both fronts, new products and new markets, Oracle can help in both areas.

For example: If you are focusing only on your existing customers and products, Oracle can improve your ability to execute by enabling you to: Further develop and deliver solutions faster and at lower risk using Oracle’s Complete, Open & Integrated platform Penetrate more of your existing market by leveraging Oracle’s Goto-Market resources Increase your competitiveness and revenues and margins by leveraging Oracle’s flexible commercial models If you are focusing on product development, Oracle can improve your ability to execute by enabling you to: Broaden your offering and take an increasing share of the customer’s wallet by leveraging the breadth of the Oracle platform in areas such as BI, application integration etc.

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OPN Specialization A New Program for Oracle Partners We wanted a better way for our partners to differentiate their special skills and expertise, and we wanted a more effective way to communicate that difference to customers. Oracle’s expanding product portfolio demanded that we be able to identify partners with significant product knowledge—those who had made an investment in Oracle and a continuing commitment to deliver Oracle solutions. And with more than 30,000 Oracle partners around the world, we needed a way for our customers to choose the right partner for their business.

So how did we do it?

With our new partner program: Oracle PartnerNetwork (OPN) Specialized. In this new program, Oracle partners are Specialized— • Differentiating themselves from the competition with special skills and expertise that set them apart Recognized by Oracle • Being acknowledged for investing time and resources to become Oracle experts in specialized areas and with specific products Preferred by customers • Connecting with potential customers who are seeking value-added solutions for their business For more than a decade, Oracle PartnerNetwork (OPN) has been the framework that enabled our partners to provide solutions to Oracle customers around the world. Now, with OPN Specialized and more than 9,000 products in the Oracle portfolio, there is tremendous opportunity for partners to leverage Oracle’s products, brand, and strong market position to increase their revenues and build profitability.

Standing Out from the Competition Whether your specialty is data warehousing, business intelligence, or software-as-aservice (SaaS), or whether you’re providing Oracle solutions with databases, middleware, applications, or servers, your business has a specific focus and people with special skills that make it unique. As an Oracle partner, you want to differentiate your business by showcasing your experience, and you want to be able to market that difference to potential customers.

Partners who have made a commitment to being the experts in selling, developing, or implementing a specific Oracle product or technology can earn a specialization for their business, making them eligible for extended benefits and privileges.

Fact: OPN Specialized enables Oracle’s strong, worldwide network of more than 30,000 partners by helping them differentiate, compete, and succeed in today’s dynamic, global marketplace.

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Partner Excellence!

Congratulations 2010 EMEA Partner Specialization Award Winners

BPM & SOA experts

Database Partner of the Year

Applications Partner of the Year

Middleware Partner of the Year

Industry Partner of the Year

Independent Software Vendor of the Year

Accelerate Partner of the Year

Midsize Partner of the Year

Value Added Distributor of the Year

Specialized. Recognized. Preferred.

partner.oracle.com or call 1.800.323.SELL

Copyright Š 2010, Oracle and/or its affiliates. All rights reserved. Oracle and Java are registered trademarks of Oracle and/or its affiliates.

Other names may be trademarks of their respective owners.

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Delta International have been helping software companies build Partner Channels since 1995 and many of the world’s biggest Software vendors have used their services over the years.

Delta decided to become a Gold Sponsor of the ISV Convention because they were very interested in contributing to the discussions which are outlined in the Convention’s “Open Discussions” agenda - Business Transformation, the Cloud and Differentiation.

Guy Armstrong, MD of Delta Channel Services says “the economic situation in many parts of the world is driving real change in our industry. Customers want to pay less for their software and really need to justify the value of their investment.

Uncertainty is leading them to a demand lower cost, faster response and more flexibility from their software suppliers.

Smartphones with Apps on-demand will, over time, mean customers will start expecting this type of service from their professional software providers too. Although the Cloud may not be suitable for all software, its impact will affect everyone in the Market”.

Martin Metcalf, a Director of Delta and former UK MD and VP of Northern Europe for SAP agrees. “SME software vendors have to compete with the Industry giants who are leading the charge to the Cloud. They are lowering overheads by driving down their development cost base and changing product and service delivery. Small and medium sized ISV companies have to compete or risk being marginalised”.

Delta is the leading supplier of Channel Services to ISVs. Its remit is to help Software vendors to develop their business in four main areas.

Opening up New Export Markets Taking advantage of growing overseas markets is vital for growth but opening local offices are very expensive and hiring local staff is also a significant investment and entails a lot of risk. The best alternative for most ISVs is to use Reseller Partners to market the product locally. However, how do you find them and even after the cost and effort of appointing a Partner, how do you ensure they succeed?

Delta has Offices and Associates in virtually every country globally. Local staff develops a value proposition, research and selects the best Partners. A business plan is created with the Partners to ensure the resources are in place to deliver the required revenue. Finally, Delta manages the Partner’s performance and sales pipeline on an on-going basis. This offers more flexibility and lower costs than using conventional employee Partner Managers.

Cloud Channel Development Is your software suitable for SaaS or for sale via the Cloud?

These are questions every ISV should be asking - if it’s not, could it be developed and if it is, how best to host and deliver it?

How do you get your product in front of customers in a Cloud environment? Delta can help ISVs address these strategic issues and provide solutions for Cloud based development and delivery infrastructures Most ISVs are not 100% happy with their Partner Channel typically this is because the channel was not selected with enough objectivity, not supported or managed properly. Delta has years of experience improving existing sales channels and using best practice methodology to increase sales while lowering costs.

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Resourcing When ISVs need to find employees with specialist skills or in overseas locations it is vital that the correct selection is made.

Bad decisions can lead to lost revenue and opportunities and in the worst cases, damage the company’s image and reputation.

We can find the best Executives, Sales, Marketing and Development resources globally from extensive contacts built up over 16 years.

Offshore Development

John Miller, the founder of Delta sums it up “for many years we have been helping organisations such as IBM, SAP and HP to improve their routes to market and ISV

Driving down cost and increasing efficiency while keeping pace with software development can put a strain on ISV’s resources.

Delta can provide many of the support services required lowering costs by setting up development and support centres in India

programmes. In that time our methodologies have implemented globally and now are extended best practice for SME ISVs; which is now the biggest market for Delta’s services.

Most SMEs cannot invest large sums to open overseas markets, large software development and support centres. The combination of Cloud and Outsourcing is the lowest cost and lowest risk way for them to compete and to respond to changing market demand. We are looking forward to meeting many new ISVs at the Convention to discuss the issues they are facing”.

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Jaspersoft Corporate Overview

Our vision is to transform the business intelligence (BI) market, becoming the de facto BI standard in the emerging virtualized, mobile, and interactive world.

Flexible, Affordable, Proven Jaspersoft provides the most flexible, affordable and widely deployed Business Intelligence software in the world, enabling better decision making through highly interactive, web-based reports, dashboards and analysis. Leveraging a commercial open source business model, we provide end-to-end BI capabilities at a fraction of the cost of other vendors.

Our BI suite includes pixel-perfect enterprise reporting, ad hoc query, dashboards, OLAP and in-memory analysis, and data integration. Our Business Intelligence software has more than 12 million product downloads worldwide, 160,000 production deployments in 100 countries and over 13,000 commercial customers worldwide. Our BI suite is advanced regularly by a community of more than 175,000 registered members, representing the largest business intelligence community in the world..

Our products are available in commercial editions and community projects. The Jaspersoft Community projects are available for free and provide core BI services such as a report designer, reporting server, OLAP analysis, and data integration functionality together with community-based support. Our Commercial Edition software comes with a commercial license, additional advanced functionality, and professional quality global support.

JasperReports Server Professional is a powerful and affordable reporting server. This product includes reporting libraries, a report designer, a central repository for storing reports and user profiles and a scheduling and distribution engine. The advanced features of Jaspersoft Professional include a zero client webbased ad hoc query, report, and dashboard designer, advanced row and cell level security, and integrated in-memory analysis for lightweight data exploration. Jaspersoft BI Professional is best suited for those customers who want a self-serve reporting and analysis environment without requiring data integration or advanced OLAP-based analysis.

Our Products We provide a comprehensive family of Business Intelligence (BI) products, which are available individually, or as part of an integrated suite. Our technology is built on comprehensive public APIs enabling customization, extensibility, pluggability, and seamless integration with other applications for business users and developers.

The advanced features of Jaspersoft Enterprise extend the capabilities of Jaspersoft Professional with audit logging, a relational OLAP server, data integration (ETL) (both of which are available as standalone products), and a multi-tenant server configuration.

All Jaspersoft products share the same code base, making it easier to move from the open source to the commercial editions of our product suite.

More information: www.jaspersoft.com and www.jasperforge.org.

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It should be simple, right? You have data.

You have users. Your users need that data to make important business decisions.

So why’s it so hard?

It doesn’t have to be. Thousands of organizations have equipped their business users with instant access to all the information they need to make better business decisions with QlikView.

Hard to believe?

A recent IDC survey found QlikView customers access information 51% faster and analyze it 48% faster.

It’s not fantasy. It’s QlikView.

qlikview.com

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White Paper

Business Transforma on What ICT is all about

The impact of a whole series of cultural, economic and social changes have combined over recent years to put pressure on organisa ons to demand that their ICT suppliers start delivering more than just technology and basic business and office produc vity applica ons. What these organisa ons are really looking for are IT solu ons that will help them transform their opera ons, processes and business models and make them more compe ve, agile and profitable.

These ‘Business Transforma on’ solu ons are not a new breed of so ware applica ons, rather they are o en the combina on of exis ng technologies and applica ons delivered in a more dynamic, cost effec ve and flexible manner.

The background to this transforma on revolu on is fundamentally about cultural and social changes where individuals, who have grown up with new technology, are both forcing a change to the way we use that technology in our social and business worlds and demanding a change to working pa erns and processes to enable a be er work and social life balance.

This cultural and social change, when combined with the economic pressures of the last few years, has led organisa ons to completely rethink their a tude to IT and what they want from it.

What is also important to understand is that this recent recession, more than any other in the past, has hardened the way organisa ons assess their suppliers and partners, has created leaner and more efficient businesses and most importantly has taught organisa ons of all sizes that they have to be agile and adaptable.

The most posi ve outcome of all this for the ICT industry is that every organisa on now knows that it will have to rely on technology if it is to survive and prosper in this post recession world.

However in acknowledging this fact, what is becoming very clear, is that organisa ons are not going to suddenly ramp up their purchasing of technology. What they have learnt the hard way is that locking yourself into a par cular technology model can seriously restrict your ability to respond to market changes and can be expensive to change and modify.

So combined with this reliance on technology is a determina on not to be ed into a specific vendor or technology model.

This is counter to the thinking of many IT departments in the past who have stuck with a par cular vendor or IT model to enable them to more quickly deploy applica ons to their users in a controlled way.

However the nature of this new IT world demands flexibility, mobility and agility. The old world of IT was about control and management.

All these cultural, economic, social, business and technology changes are combining at this moment to create what many people are calling a ‘Perfect Storm’ or a ‘Paradigm Shi ’. I prefer to look at it as the ‘Perfect Confluence’, in that it is a whole series of influences coming together to create a new era of compu ng that has magnificent momentum and will change what we all perceive IT can deliver.

IT Europa Ltd, Armstrong House, 38 Market Square, Uxbridge, Middlesex, UK UB8 1LH Phone: +44 (0) 1895 454 595 www.iteuropa.com

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I believe the period we are entering can quite properly be termed an ‘ICT Renaissance’.

This term ‘renaissance’ according to most dic onaries refers to a reawakening or renewal and that is exactly how it needs to be thought of by ICT companies and customers.

It is a reaffirma on of what ICT has always promised and so o en failed to deliver, the ability to enable organisa ons to transform themselves.

What this ICT Renaissance is about is finding a new way forward that does not look at ICT as a set of technologies and so ware applica ons but rather a holis c way of communica ng, socialising and transac ng between individuals, groups and organisa ons.

At the heart of this renaissance is looking at the way we socialise, communicate and transact from a process standpoint. Not to regiment the way these processes occur but to encompass, at a process level, all the ways these individuals, groups and organisa ons may want to engage.

This is a fundamental shi from the rigid process driven ICT solu ons of the past and it requires a different mindset of systems designer, project manager, programmer and sales person. It obliges a more consulta ve approach from the ICT supplier, listening to the real desires of the client not just their immediate needs.

It needs a more open discussion with the client about what is possible, how the alterna ve solu ons can deliver a return on their investment and how they can retain their agility and compe veness.

We are not short of technology to throw at any issue the client may have but to address the dual issues of reliance on ICT but no e in to ICT the solu on provider will have pull together best of breed technologies and so ware applica ons and deliver them in a completely new way.

At the heart of most new ICT solu ons will be a combina on of ‘Cloud Compu ng’ architecture, 21st century communica ons infrastructure, collabora ve communica ons technologies and SaaS delivered applica ons.

These solu ons will have to integrate and interface with legacy applica ons and systems, enabling new and more dynamic ways of opera ng whilst laying a pla orm for Business Transforma on.

IT Europa Ltd, Armstrong House, 38 Market Square, Uxbridge, Middlesex, UK UB8 1LH Phone: +44 (0) 1895 454 595 www.iteuropa.com

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Notes

Media Partners SNS Europe www.snseurope.com Storage Networking Solutions Europe (SNS Europe) has established itself as Europe’s premier publication focusing on critical business issues surrounding the specification and implementation of enterprise storage networks.

SNS Europe has an online circulation of 47,000 and a print circulation of 12,000 with a bonus distribution at ALL major EMEA shows adding more value to your possible ad spend. Magazines will be distributed from SNS exhibition stands, and distribution points at shows/events as well as SNIA Europe stands at assorted shows and conferences.

Our flagship publication, SNS Europe, is supported by local language magazines, covering Europe’s two major storage networking markets – the UK and Germany.

GetApp.com www.getapp.com GetApp.com, the web-based software marketplace is organizing the largest social media friendly online store for Business Software, SaaS and Cloud Applications.

Thousands of qualified buyers visit the site to find, compare and evaluate business software. Application providers can list their solutions and be found by prospects online.

They can reach out to a new global audience of active buyers, get high quality leads relevant to their targeted markets.

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Plan your participation now in the software industry’s most comprehensive annual ISV conference for Cloud Computing!

0DMRU 1HWZRUNLQJ (YHQWV A golf tournament, a speed networking event, a Mardi Gras welcome reception, and an offsite networking extravaganza 1H[W *HQ 3URJUDP Meet the CEOs of early-stage cloud companies representing the next wave of innovation 2QH WR 2QH 0HHWLQJV Participate in pre-arranged meetings for strategic partner and/or investment opportunities &ORXG 6KRZFDVH ([KLELW )ORRU Learn how you can benefit from the valuable cloud enabling products/services from our many sponsors If you are passionate about: 'LDPRQG 6SRQVRU • Microsoft 3ODWLQXP 6SRQVRUV • IBM • SafeNet • SAP

• • • •

securing the cloud business in the cloud platforms & infrastructure social cloud

• • • •

integrating in the cloud mobile cloud government cloud monetizing cloud

&2',( $:$5'6 6321625 • Grant Thornton

then you MUST attend All About the Cloud!

2))6,7( 1(7:25.,1* (9(17 6321625 • Dell Boomi

)LQD/ &DOO IRU 6SRQVRUV Only a few sponsorship opportunities remain. Contact Brian Rosenberg, SVP Sales & Marketing, brosenberg@siia.net +1.647.348.2790

*2/) 72851$0(17 6321625 • Progress Software *ROG 6SRQVRUV • Accenture • Agilis Solutions • Host Analytics • Ping Identity • Rackspace

Register Now Online $OO$ERXW7KH&ORXG QHW

6LOYHU 6SRQVRUV • Corent Technology, Inc. • SaaShr.com ,QGXVWU\ 3DUWQHUV • Backbone Magazine • CIOZone • Cloudbook • CloudTweaks • Saugatuck Technology Inc. • Software Pricing Partners • THINKstrategies

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Awards Finalists This evening we will celebrate excellence in the solutions provided by Europe’s ISVs and Solution Providers and the support provided them by their Vendor and Distributor partners.

The number and quality of entries this year was extremely high and demonstrates the depth of talent in the channel community across Europe.

There has been tremendous enthusiasm from the channel for

these awards and we were inundated with enquiries, ranging from requests for advice on how to make a good entry to emails of support for what we were doing with the event.

With finalists from 23 countries these awards are obviously now being seen as the window to the skills of the European IT channel.

We are pleased to announce the European IT Excellence Awards 2011 Finalists

ISV Categories

Finalists

Managed Service

Business Intelligence

Flexera Software HumanoIT Ltd. Mindbreeze Software GmbH Openmind Networks Phocas Ltd

Azzurri Communications Eurodata Systems Nasstar Plc Northdoor plc NorthgateArinso

Mobility

Appear Networks AB Derdack HansaWorld Medixine Oy Novensys Corporation

360 Solutions (UK) Ltd Combis Good Technology

SMB

ACE enterprise Slovakia Lansa (UK) Ltd McKesson UK Neural Technologies SIVECO Romania

Charterhouse Voice & Data Plc Doherty Associates FIVEPLUS SOLUTIONS SRL Green Fields Technology MEGABYTE LTD

Unified Communications

DocLogix IBA Group INFOTEHNA Group

Azzurri Communications Charterhouse Voice & Data Plc Eurodata Systems Excell Group

Vertical Market

CAE Technology Services Combis S & T Serbia SIVECO Romania Unicorn Systems a.s.

Supplier Categories

Finalists

Distributor of the Year

Arrow ECS Info-Quest Westcon Wick Hill

Vendor of the Year

Axis Communications CA Technologies Dell Oracle Service-now.com

Communications & Mobility

Enterprise Application

Information Management

Relationship Management

IBA Group misoft systems SOFTEXPERT mobility

SaaS Solution

HansaWorld Mamut Software Mimecast Snoobi Corp.

Unicorn Systems a.s.

Vertical Market

Anglia Business Solutions ELCA McKesson Neural Technologies Limited Skool BV

Solution Provider Categories Finalists Data & Information Management

E-Business

Enterprise

Atlanta Technology FIVEPLUS SOLUTIONS SRL Sigma Consultancy

Special Categories Channel Company of the year TBA Channel Personality of the Year Ian Moyse Channel Director EMEA, Webroot

CORTIS LENTINI S.p.A. GForces - Tiger Commerce PureNet

Ernest Quingles

Managing Director, Tech Data, Italy

Stein Surlien

Senior Vice President, Oracle Alliances and Channels EMEA

ATEA Charterhouse Voice & Data Plc Critical Software Trustmarque Solutions

Graeme Watt

EMEA president, Avnet Technology Solutions

ISV Convention 2011

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