• George Brown – The Service Squeeze

    George Brown September 24, 2012
    George Brown – The Service Squeeze

    George Brown talks about the problem facing software resellers in today’s cloud software market.

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  • George Brown on WPC 2012 [VIDEO]

    George Brown July 16, 2012
    George Brown on WPC 2012 [VIDEO]

    With Microsoft’s recent WPC announcements, partners are asking themselves “Am I ready for the cloud?”

    The cloud market is expected to expand 27% by 2015, and will be incredibly lucrative. It does, however, require a fundamental shift in the way your business operates. Don’t get left behind.

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  • Our Best Collection of Cloud Resources

    Elise Duncan July 5, 2012
    Our Best Collection of Cloud Resources

    Are you ready for the Microsoft Worldwide Partner Conference?

    With WPC just around the corner, many Partners are wondering what big changes are coming. With the highest attendance expected in years, the 2012 Microsoft WPC is a must-attend. The buzz word right now is cloud, so in honor of the “next big thing” in the ERP industry, we’ve put together some of our best cloud resources. Happy reading!

    1. How to Sell Cloud – 3 Critical Requirements
      Tim Heintzman
    2. Is Your Business Pro-active About Cloud Computing
      Tim Heintzman
    3. Developing Your Own IP In The Cloud: Part 1
      Ross Allen
    4. Developing Your Own IP In the Cloud: Part 2
      Ross Allen
    5. The Road Ahead: Looking at the Future of Cloud
      Bruce Ciarleglio
    6. Monetization In The Cloud
      Tim Heintzman
    7. Forget Software As A Service, Think Of Software As A Utility
      Dana Willmer
    8. How Deep is Your Hole? The Cloud and its Impact on Business
      Bruce Ciarleglio
    9. Transitioning to a Cloud-based CRM or ERP Business
      Ross Allen
    10. There’s Risk In Those Clouds, But Not for Customers
      Mark Stuyt
    11. SI Revenue at Risk
      Dana Willmer
    12. Are You Waiting for the Clouds to Part?
      George Brown
    13. Are Those Clouds in the Sky… or the Winds of Change? Part 1
      Tim Heintzman
    14. Are Those Clouds in the Sky… or the Winds of Change? Part 2
      Tim Heintzman
    15. Are You Cloud-Ready?
      Dana Willmer
    16. The Forecast Calls for Cloud – Modify your Implementation Methodology to Adapt
      Cathy Brown
    17. The Re-Architecting of the Channel
      George Brown
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  • Happy Holidays from Everyone at Salesworks!

    Genina Dovale December 20, 2011
  • SALESWORKS’ Bangin’ New Website

    Erica Hakonson July 7, 2011
    SALESWORKS’ Bangin’ New Website

    Check out our redesigned, revamped SALESWORKS Website (www.salesworks.com).  We have expanded our service offerings and our website, while making the website easier to navigate, based on need, category or Microsoft Program.

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  • Go Canucks Go!

    Erica Hakonson June 8, 2011
    Go Canucks Go!

    SALESWORKS – the unofficial sponsor of our Vancouver Canucks. Bring home the Stanley Cup boys!

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  • Are You Cloud-Ready?

    Dana Willmer January 26, 2011
    Are You Cloud-Ready?

    OK, I admit it; I’ve had my head in the clouds these last months.

    Working on a number of projects for Microsoft, as well as with individual Partners, to help them prepare for the Cloud business opportunity. It’s become very clear to me that what’s needed is not simply an evolution of existing business practices, but a whole new approach, and business model.

    To be sure, Partners do not want to (and shouldn’t) abandon their traditional “on-prem” business, but in order to safely transition their practices to meet Cloud demand, they will have to keep their eyes on a few key things. Most importantly:

    Developing packaged IP.

    • The Cloud customer demands complete solutions, out of the box. Full stop. They are extremely reluctant to ante up considerable dollars for customization or even configuration. This means services revenue will shrink. In effect, it will have to be replaced by packaged IP that rounds out the base functionality (whether ERP or CRM). The Partner who ignores this need, does so at their peril. They just won’t earn the margins required to stay in business.

    Lowering installation costs.

    • In part related to the reluctance to pony up for services, and the need for packaged IP, is the requirement that implementation processes be streamlined. In some cases, dramatically.

    Lowering customer acquisition costs.

    • Today, it costs a Partner anywhere from $20,000 to $30,000 to add a single “on-prem” customer. This is totally unaffordable in the Cloud, because there are no revenue “balloons” in the form of services or perpetual license sales. Both sales and marketing costs must be dramatically lower, in order for the Cloud to be profitable. Online demand generation and phone-based sales will rule in the Cloud.

    Lowering ongoing delivery costs.

    • Partners thinking of attempting to solve the technical issues associated with offering Cloud solutions, such as hosting, should think again. Hosting is a scale game. One the average Partner just can’t win. In practical terms, almost all of the time, this will mean outsourcing this part of the equation, and concentrating instead on adding customers, and building a subscriber base.

    Good News

    The good news is, for those who manage to do these things, the rewards can be very attractive. A subscription-based business model means a growing annuitized revenue stream. That means higher margins in the long run,

    and a more saleable business, that commands higher multiples. Finally, an owner has a viable exit strategy, and can contemplate a comfortable retirement, when the time comes.

    But this will require transitioning at least a part of the business to the Cloud. And make no mistake, demand will pull a Partner in this direction, ready or not.

    So be ready…

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  • Team MoWorks Raises $3,785 for Prostate Cancer

    Lori Kittelberg November 26, 2010

    Photo © 2010 GSCameraworks


    Things are getting hairy at SALESWORKS. Since November 1, our Mo Bros have been growing mustaches for Movember, a fundraiser for Prostate Cancer Canada.

    As of November 26, Team MoWorks has raised an impressive $3,425. And there is still time make a tax-deductible donation – simply visit http://ca.movember.com/mospace/561826/.

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  • From growing business to growing mustaches for prostate cancer

    Roman "The Intern" Schirling November 1, 2010
    From growing business to growing mustaches for prostate cancer

    It’s Movember and the SALESWORKS Mo Bros are cultivating their mustaches to raise awareness and funds to fight prostate cancer. By the end of the month, our office will be a mustachioed mecca, with an assortment of handlebars, fu manchus and Magnum P.I.s adorning our male team members’ upper lips.

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  • The Re-Architecting of the Channel

    George Brown October 27, 2010
    The Re-Architecting of the Channel

    Brought to you by Cloud Computing

    Living here in the Pacific Northwest I have more experience with clouds then I would like to really admit. They come in many shapes, sizes and intensities and each has their own individual purpose.

    I look at the cloud front approaching our customers (VAR’s, ISV’s and SI’s) as the leading edge of a hurricane, a Category 5 Hurricane, something that can and will reshape this landscape from what it is now to something most cannot contemplate.

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