partners

I’ve had a number of conversations with customers and prospects about cloud security recently and have been struck by how divergent people’s views are. Invariably, they fall into one of two camps. One camp, the “server huggers,” thinks the cloud is totally insecure because it is out of their control. These are usually IT people who have spent the…

Signing up partners is easy. Building effective partnerships is another story. I have spent the last 20 years working on different software partnering structures. Between HP, BroadVision, Salesforce.com and SuccessFactors, I have learned a lot about what it takes to create a great partnership. I am now working on a new startup with some old…