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Subject: CRN : Daily Archives : Crossing Borders With Co-Opetition : 4:11 PM EST Fri., Mar. 28, 2003
Date: Sat, 24 Jan 2004 22:24:00 -0500
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              value=3D"" selected>Select One:</OPTION> <OPTION=20
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ID=3D47447">Microsoft=20
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                                Moved</A></FONT><BR><IMG height=3D9 =
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                                Associates Targets =
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</A></FONT><BR></TD></TR></TBODY></TABLE></TD></TR></TBODY></TABLE><FONT =

                        face=3Darial,helvetica size=3D2>By <A=20
                        href=3D"mailto:prooeny@cmp.com"><B>Paula =
Rooney</B></A>,=20
                        <I>CRN</I><BR>Hannover, Germany<BR>4:11 PM EST =
Fri.,=20
                        Mar. 28, 2003</FONT>=20
                        <P><FONT face=3Darial,helvetica,sans-serif =
size=3D2>Despite=20
                        global tensions, co-opetition among solution =
providers=20
                        is on the rise.=20
                        <P>The economic malaise and increased =
co-opetition among=20
                        hardware vendors and ISVs are encouraging =
solution=20
                        providers to form co-opetive ecosystems in their =
own=20
                        backyard and with their counterparts =
overseas,even while=20
                        cultural and, in some cases, political =
differences=20
                        remain. While these allies may compete outside =
the realm=20
                        of their specific agreements, elsewhere they are =
helping=20
                        each other break into new markets.=20
                        <P><!-- PLAIN CALLOUT LEFT-->
                        <TABLE cellSpacing=3D0 cellPadding=3D0 =
width=3D150 align=3Dleft=20
                        border=3D0>
                          <TBODY>
                          <TR height=3D3>
                            <TD width=3D146 bgColor=3D#333399 =
height=3D3><FONT=20
                              size=3D1>&nbsp;</FONT></TD>
                            <TD width=3D3 rowSpan=3D4><IMG height=3D10=20
                              =
src=3D"http://www.crn.com/sections/graphics/callout_logos/spacer.gif"=20
                              width=3D3></TD></TR>
                          <TR height=3D3>
                            <TD width=3D146 height=3D3><IMG height=3D3=20
                              =
src=3D"http://www.crn.com/sections/graphics/callout_logos/spacer.gif"=20
                              width=3D126></TD></TR>
                          <TR>
                            <TD vAlign=3Dcenter align=3Dmiddle =
width=3D146=20
                            bgColor=3D#cccccc>
                              <CENTER><B><FONT=20
                              =
face=3DArial,Helvetica,Geneva,Swiss,SunSans-Regular=20
                              color=3D#cc3300>&gt;&gt;&nbsp;</FONT><FONT =

                              =
face=3DArial,Helvetica,Geneva,Swiss,SunSans-Regular=20
                              size=3D2><B>FOREIGN SOLUTION PROVIDERSSEEK =
U.S.=20
                              PRESENCE THROUGH TIES WITH LOCAL VARs,=20
                              =
INTEGRATORS.<BR><BR></B></FONT></CENTER></B></TD></TR>
                          <TR height=3D3>
                            <TD width=3D146 bgColor=3D#333399 =
height=3D3><FONT=20
                              =
size=3D1>&nbsp;</FONT></TD></TR></TBODY></TABLE>At CeBIT=20
                        2003 in Germany recently, and at Microsoft's =
Executive=20
                        Partner Summit in Seattle two weeks ago, =
solution=20
                        providers from a wide range of geographies =
including=20
                        Germany, Taiwan, Korea, Egypt, Chile and the =
United=20
                        Kingdom hunted for engagements with U.S. =
solution=20
                        providers. Not only do they hope to extend their =
own=20
                        reach, but they said the benefits to U.S. =
solution=20
                        providers include lower-cost solutions =
development,=20
                        increased margins, reduced operating costs, =
potential=20
                        tax breaks and an expansion of their services =
business=20
                        to less-saturated markets during tough economic =
times.=20
                        <P>On the show floor in Hannover, executives =
from Brain=20
                        Consult, a Microsoft Certified Partner in =
K%F6ln,=20
                        Germany, said the time is ripe for cross-border =
deals.=20
                        "We must play more in the international space," =
said=20
                        Stefan Dopp, a Brain Consult account manager, =
pointing=20
                        to the increased margins that U.S. solution =
providers=20
                        can enjoy by reselling foreign-developed =
solutions.=20
                        "It's better for partners to play together."=20
                        <P>Brain Consult began partnering for the first =
time in=20
                        the United States a little more than a year ago =
with an=20
                        Anaheim, Calif.-based solution provider that =
serves as a=20
                        contractor for the U.S. Army. The results have =
been=20
                        positive for both, Dopp said.=20
                        <P>Executives from Cosmo Consult, another =
Microsoft=20
                        partner in Germany that sells Navision =
solutions, said=20
                        it expects to develop more relationships with =
U.S.=20
                        partners due to the fact that Microsoft plans to =

                        integrate its three business applications groups =
under=20
                        one umbrella.=20
                        <P>"We have one partner in Dallas, and we serve =
the same=20
                        customer," said Sabine Krueger, a sales =
representative=20
                        at Cosmo Consult, based in Berlin. "It's =
increasing=20
                        because companies in Germany will want to expand =
their=20
                        [Navision] base to the U.S."=20
                        <P>At another booth during CeBIT, executives =
from=20
                        solution provider Excelsys, Santiago, Chile, =
said while=20
                        it was once virtually impossible to establish=20
                        relationships with U.S. partners, the climate =
has=20
                        improved as the U.S. economy has soured. "We're =
trying=20
                        to attract partnerships with U.S. partners =
because we=20
                        need their local presence," said Christian =
Paccot,=20
                        president of Excelsys.=20
                        <P><!-- BULLETED CALLOUT LEFT-->
                        <TABLE cellSpacing=3D0 cellPadding=3D0 =
width=3D150 align=3Dleft=20
                        border=3D0>
                          <TBODY>
                          <TR height=3D3>
                            <TD align=3Dleft width=3D146 =
bgColor=3D#333399=20
                              height=3D3><FONT =
size=3D1>&nbsp;</FONT></TD>
                            <TD width=3D3 rowSpan=3D4><IMG height=3D100=20
                              =
src=3D"http://www.crn.com/sections/graphics/callout_logos/spacer.gif"=20
                              width=3D3></TD></TR>
                          <TR height=3D3>
                            <TD width=3D146 height=3D3><IMG height=3D3=20
                              =
src=3D"http://www.crn.com/sections/graphics/callout_logos/spacer.gif"=20
                              width=3D146></TD></TR>
                          <TR>
                            <TD vAlign=3Dcenter width=3D146 =
bgColor=3D#cccccc>
                              <CENTER><FONT face=3D"Arial =
Black">&nbsp;POSSIBLE=20
                              BENEFITS OF FOREIGN=20
                              AID</FONT></CENTER><LEFT></FONT><FONT=20
                              =
face=3DArial,Helvetica,Geneva,Swiss,SunSans-Regular=20
                              size=3D2><B><FONT=20
                              =
face=3DArial,Helvetica,Geneva,Swiss,SunSans-Regular=20
                              =
color=3D#cc3300>&gt;&gt;&nbsp;</FONT>Incremental=20
                              business from from new =
solutions.<BR><B><FONT=20
                              =
face=3DArial,Helvetica,Geneva,Swiss,SunSans-Regular=20
                              =
color=3D#cc3300>&gt;&gt;&nbsp;</FONT>Expansion of=20
                              services to less-saturated =
markets.<BR><B><FONT=20
                              =
face=3DArial,Helvetica,Geneva,Swiss,SunSans-Regular=20
                              color=3D#cc3300>&gt;&gt;&nbsp;</FONT>Lower =
operating=20
                              costs and potential tax =
breaks.<BR><BR></B></FONT>
                              <CENTER></CENTER></B></B></TD></TR>
                          <TR height=3D3>
                            <TD width=3D146 bgColor=3D#333399 =
height=3D3><FONT=20
                              =
size=3D1>&nbsp;</FONT></LEFT></TD></TR></TBODY></TABLE>One=20
                        member of the International Association of =
Microsoft=20
                        Partners said international partnering has risen =
along=20
                        with the increased co-opetition among ISVs.=20
                        <P>"The globalization of IT is the big watchword =
for the=20
                        next couple of years," said George LaVenture, =
president=20
                        of Trinity Consulting, Boston, noting that in =
the past=20
                        alliances were constructed more on an ad hoc =
basis. "I=20
                        see relationships increasing with outside =
partners, yet=20
                        it's more of a matrix relationship now. In the =
past, it=20
                        wasn't nearly that deep."=20
                        <P>In an interview at CeBIT, one Forrester =
Research=20
                        analyst said global ecosystems are forming due =
to market=20
                        pressures and increased outsourcing activities.=20
                        <P>"We see the emergence of service networks in =
the=20
                        North American market," said Andrew Parker, =
senior=20
                        analyst of strategy at Forrester Research in the =

                        Netherlands. "It's happening more quickly in the =

                        European market because only 25 percent of IT =
revenues=20
                        in Europe are from outsourcing, while in North =
America=20
                        it represents 50 percent of IT revenues."=20
                        <P>Itelligence, a reseller and solution provider =
in=20
                        Germany, recently started partnering with one of =
its=20
                        archcompetitors in the German market, SAP SI, =
for the=20
                        first time. Itelligence executives said they =
expect to=20
                        enter into similar arrangements with U.S. =
partners as=20
                        its key ISV partners, SAP and SuSE Linux AG, =
expand=20
                        their own operations in the United States.=20
                        <P>"It's quite a new model to partner with a =
systems=20
                        integrator," said Oliver Schreiber, director of=20
                        outsourcing and services at Itelligence, based =
in=20
                        Bielefeld, Germany. "But I think it will =
increasingly=20
                        happen and happen more often as corporations =
connect in=20
                        e-business transactions." <BR>&nbsp;=20
                      </FONT></P></FONT></TD></TR></TBODY></TABLE>
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