Former Citrix Exec Mark Templeton: Courage, Customers, Commitment … and Code
… recurring revenue.”
Templeton then emphasizes, “On top of that is a service opportunity to integrate these services.”
The Importance of Creating Your Own Resalable Intellectual Property
Next up are the opportunities the cloud is creating for partners to generate their own first-party products for customers they really understand. That product-development service produces resalable intellectual property, which is considered by many to be a critical element of future success in the channel.
Templeton sees two flavors of development solutions. The first are those solutions that specialize in certain types of vertical apps for companies who do not have their own development team. Partners will write these and turn them over to the customer. This also can create the opportunity to resell what they built.
The second is the partner who now sees the cloud as the first really viable opportunity to be the MSP who keep things simple for the SMB customer who simply wants to run their business but still get all the business value that’s available from digital apps. Some are also seeing opportunity to be a SaaS provider building SaaS-style apps in terms of architecture and business model.
“The common thread,” emphasizes Templeton, “is customer knowledge, relationship and engagement. You have to be flexible, have vision, be change-minded, but most of all listen to customers and have good relationships with them. That’s the way how you monetize that customer relationship has changed.”
Those who know Mark Templeton knew he couldn’t stay retired for long. After 25 years championing application delivery, in a time when development of one’s own intellectual property has grown critical, it’s no wonder he chose to return to a company that helps developers deploy their applications.
“DigitalOcean is very focused on developers,” explains Templeton. “Many are learning code as part of being a marketer or designer. DigitalOceans offers services for developers as they build modern apps.”
“It starts with our focus on modern app development, business ignition versus the classic clouds that focused on digital transformation – lifting-and-shifting things that used to be in the data center and moving them to the cloud. We’re focused on new apps and modern app development.”
“There’s a big difference from app delivery to app development,” he points out. “Our being extremely partner-friendly is a big differentiator — the right relationship, margins, services, enablement for channels that have this intellectual property creation and monetization strategy for their biz. Our focus is to actually make infrastructure invisible. This makes partners more productive as they spend more time creating apps as opposed to configuring and managing infrastructure.”
Everyone is being pushed up-stack, according to Templeton.
“People who go to school to learn computer science think of themselves as developers, yet less than 40 percent end up with a computer science degree. Fifty percent are completely new to programming. Tons of people are taking the step toward learning code, mainly because they’re focusing more and more on digital revolution by focusing on developing their own IP.”
Distilling his advice to a simple statement, Mark Templeton suggests: “To the degree that you’re a channel partner and take a group of your people and come up with apps you can build and deliver to customers you know, that is just right in the flow of what’s going in the world. You have to bring courage, customers and commitment to learn the app-dev world.”