https://www.channelfutures.com/wp-content/themes/channelfutures_child/assets/images/logo/footer-new-logo.png
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2021 MSP 501 Application
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2021 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
Channel Futures
  • NEWSLETTER
  • Home
  • Technologies
    • Back
    • Analytics
    • Artificial Intelligence
    • Cloud
    • Data Centers
    • Desktop
    • IoT
    • Mobility
    • Networking
    • Open Source
    • RMM/PSA
    • Security
    • Virtualization
    • Voice/Connectivity
  • Strategy
    • Back
    • Best Practices
    • Business Models
    • Channel 101
    • Channel Programs
    • Channel Research
    • Digital Transformation
    • Diversity & Inclusion
    • Leadership
    • Mergers and Acquisitions
    • Sales & Marketing
    • Specialty Practices
  • MSSP Insider
    • Back
    • Business of Security
    • Cloud and Edge
    • Endpoint
    • Network
    • People and Careers
    • Training and Policies
  • MSP 501
    • Back
    • 2021 MSP 501 Application
    • 2020 MSP 501 Rankings
    • 2020 Hot 101 Rankings
    • 2020 MSP 501 Report
  • Intelligence
    • Back
    • Our Sponsors
    • From the Industry
    • Content Resources
    • COVID-19 Partner Help
    • Galleries
    • Podcasts
    • Reports
    • Videos
    • Webinars
    • White Papers
  • EMEA
  • Awards
    • Back
    • Excellence in Digital Services
    • 2021 MSP 501
    • Top Gun 51
  • Events
    • Back
    • CP Conference & Expo
    • Channel Partners Evolution
    • Channel Evolution Europe
    • Channel Partners Event Coverage
    • Webinars
  • Channel Mentor
    • Back
    • Channel Market Intelligence
    • Channel Educational Series
    • Newsletter
  • REGISTER
  • MSPs
  • VARs / SIs
  • Digital Service Providers
  • Cloud Service Providers
  • CHANNEL PARTNERS ONLINE
 Channel Futures

Business Models


Shutterstock

Blueprint

Nintex Offers a Blueprint for the Channel Partner of Tomorrow

  • Written by Howard M. Cohen
  • August 8, 2019
CEO Eric Johnson describes Nintex's transition from an infrastructure-dependent to cloud-friendly business model.

As cloud computing erodes traditional infrastructure sales, the question of what to do next has become an 800-pound gorilla in the room for many channel partners.

For about a decade now, large cloud providers have been giving their opinion, albeit self-serving: Channel partners must develop their own intellectual property (IP) for resale to survive and thrive in the channel over the next several years, they say.

It’s self-serving because it’s clearly motivated by their need to drive more utilization of their pay-for-consumption services. In a world where customers pay only for what they use, cloud providers need to drive them to use more and more.

The Blueprint

If there were a perfect example that provides a blueprint for transitioning, it may be Nintex, which helps its customers “accelerate business results by digitally transforming processes — thereby improving how people work.”

What many may not know is that Nintex began as OSB, an Australian systems integrator (SI) in 2006. Today, most probably think of Nintex as a provider of SharePoint and other workflow automation software; the company is an ISV, in other words. Its story offers a look at two potential paths that serve as excellent strategies for channel partners’ futures.

Nintex's Eric Johnson

Nintex’s Eric Johnson

The first observation Eric Johnson, CEO of Nintex, shares is, “Number one, you’ve got to have some solution-oriented IP, then if you’re going to go all the way to becoming an ISP, make sure that you create that separation in your business.”

Nintex ended up selling off the OBS services business, but Johnson doesn’t feel that’s always necessary. He began with the end in mind, and how they got there can be very instructive.

“Nintex is the story of the company that went from delivering SI services, built some IP to actually make our projects better, and then actually built a complete software product separated over time to the actual pure standalone business it is today.”

Johnson says that the Nintex partners who are outperforming everyone else have a specific focus area around which they have developed re-usable IP and domain expertise. Being able to repeatedly deliver those reusable tools is clearly more efficient than having to build them from scratch each time for each client. “If you don’t have that in today’s world, what I see from partners is the folks who are completely bespoke, basically, they can’t win,” says Johnson.

These partners haven’t transitioned completely to become ISVs. Rather, they’ve established a beachhead for themselves upon which they can be the premier provider of relevant services. Simply put, they develop once and sell repeatedly, adding new revenue without corresponding cost every time they sell their IP to another client.

As an example, Johnson describes the Nintex experience, explaining that Microsoft provides SharePoint Online, Office 365 and all the other platform tools. Out of the box, they provide the tool kit the customer needs to be able to have an intranet and a portal for their business. In reality just about every company needs someone to customize them and many…

  • Page 1
  • Page 2
Tags: Cloud Service Providers Best Practices Business Models Channel Programs Cloud Sales & Marketing Strategy

Related


  • CP-Expo-Logo-1050x618 web
    Day 1 Wraps at Channel Partners Virtual, Big Day 2 on Tap
    With day one of CP Virtual in the books, we offer a recap of highlights and look ahead to day two.
  • CP-Expo-Logo-1050x618 web
    Channel Partners Virtual 2021 Is Here — Take Advantage of the Amazing Content
    Some of the industry's most compelling speakers are poised to take the virtual stage at this week's event.
  • Communications satellite in space
    IBM Leans on Partners to Bring Cloud Satellite Services to Life
    Big Blue took the much-anticipated hybrid cloud platform out of beta on March 1.
  • Channel Futures MSP 501 logo
    Welcome to the 2021 MSP 501 — Apply Now!
    It's go time! The 2021 MSP 501 survey and rankings are officially open for applications.

Leave a comment Cancel reply

-or-

Log in with your Channel Futures account

Alternatively, post a comment by completing the form below:

Your email address will not be published. Required fields are marked *

Related Content

  • IBM, Oracle, Dell, VMware Put Hybrid Cloud Center Stage
  • Getting Clients Ready for an 88% Increase in Cloud Adoption
  • SAP UK Reveals Plan to Double Channel Revenue in 3 Years
  • Calligo Acquires Decisive Data, Beefs Up Data Insights Services

Galleries

View all

From The Second City: How to Use Improv as a Business Tool

March 3, 2021

Industry Perspectives

View all

5 Ways XDR Can Improve Operational Efficiency for MSPs

March 4, 2021

Multi-Cloud: Strategy or Inevitable Outcome? (or both?)

March 3, 2021

Backup Vulnerability: 4 Targets Hackers Might Utilize to Infiltrate Your Backup Solution

March 2, 2021

Webinars

View all

A Partner’s Perspective on Channel Success in 2021

March 23, 2021

XDR and Why it Matters to MSPs

March 24, 2021

Top Security Trends Impacting Technology Security Providers In 2021

March 25, 2021
  • 1

White Papers

View all

Why Fortinet for my MSSP?

March 2, 2021

Small and Mid-Size Business Security: 4 Steps to Success

March 2, 2021

How SMBs Can Secure Endpoints and Remote Workers for the Long Haul

March 2, 2021

Upcoming Events

View all

Channel Partners Conference & Expo

November 1, 2021 - November 4, 2021

Videos and Fastchats

View all

FASTCHAT: How SOAR Eliminates Security Challenges and Elevates Service Provider Revenues

January 6, 2021

Happy Holidays from Channel Partners & Channel Futures!

December 21, 2020

FASTCHAT: How Old, Unpatched Technologies Are Creating New Security Threats for MSPs and Their Customers

December 3, 2020

Twitter

ChannelFutures

Chinese hacker group #HAFNIUM exploits critical @MSFTExchange Server vulnerability, could impact thousands.… twitter.com/i/web/status/1…

March 7, 2021
ChannelFutures

Our latest #Cybersecurity Roundup highlights #CPVirtual, @Huntresslabs, @Entrust_Corp and @InsightEnt.… twitter.com/i/web/status/1…

March 5, 2021
ChannelFutures

RT @Channel_Expo: A HUGE thank you to our amazing #CPVirtual sponsors and exhibitors! 👏 @ATTBusiness @DellTech @8x8 @lumentechco @telarus @…

March 5, 2021
ChannelFutures

.@okta acquiring rival @auth0 in $6.5 billion all-stock transaction. #security dlvr.it/Rtzwdp https://t.co/4LvHCJuwsR

March 4, 2021
ChannelFutures

.@MicrosoftTeams features are coming to @MSFTDynamics365, the company announced at @MS_Ignite. #MicrosoftIgnite… twitter.com/i/web/status/1…

March 4, 2021
ChannelFutures

.@PreciselyData acquired by Clearlake Capital, @TAAssociates. #digitaltransformation dlvr.it/RtzbKg https://t.co/1rNYnTScxq

March 4, 2021
ChannelFutures

Thanks for attending #CPVirtual. Here's a Day 3 wrap and a look ahead to #CPExpo Homecoming in November!… twitter.com/i/web/status/1…

March 4, 2021
ChannelFutures

.@Veeam announces six annual Impact Partner Awards, with @SHI_Intl, @LogicalisUS, more. #cloud… twitter.com/i/web/status/1…

March 4, 2021

MSSP Insider

Newsletters and Updates

Sign up for The Channel Report, Channel Futures Update, MSP 501 Newsletter and more.

Live Channel Events

Get the latest information on the next industry-leading Channel Partners event.

Channel Partners Online

Want more? Find more channel news and analysis on our sister site, Channel Partners.

Media Kit And Advertising

Want to reach our audience? Access our media kit

DISCOVER MORE FROM INFORMA TECH

  • Channel Partners Online
  • Channel Partners Events
  • MSP 501
  • MSSP Insider
  • IoT World Today
  • Webhostingtalk

WORKING WITH US

  • Contact
  • About us
  • Advertise
  • Newsletter

FOLLOW Channel Futures ON SOCIAL

  • Privacy
  • CCPA: “Do Not Sell My Data”
  • Cookie Policy
  • Terms
Copyright © 2021 Informa PLC. Informa PLC is registered in England and Wales with company number 8860726 whose registered and Head office is 5 Howick Place, London, SW1P 1WG.
This website uses cookies, including third party ones, to allow for analysis of how people use our website in order to improve your experience and our services. By continuing to use our website, you agree to the use of such cookies. Click here for more information on our Cookie Policy and Privacy Policy.
X