#OSSPARIS19 - Conflits d’intérêt & concurrence : la place de l’éditeur dans la gestion d’écosystème - Bertrand Maugain, eZ Systems
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eZin 2 minutes Ecosystem: simple définitions and dynamics The role of the software vendor? Concrete examples or situations Personal recommendations
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#OSSPARIS19 - Conflits d’intérêt & concurrence : la place de l’éditeur dans la gestion d’écosystème - Bertrand Maugain, eZ Systems
- 1. Conflits d’intérêt et concurrence La place de l’éditeur dans la gestion d’écosystème
- 2. 2 www.ez.fr Agenda • eZ in 2 minutes • Ecosystem : simple definitions and dynamics • The role of the software vendor? • Concrete examples or situations • Personal recommendations • Questions?
- 3. 3 www.ez.fr Agenda • eZ in 2 minutes • Ecosystem : simple definitions and dynamics • The role of the software vendor? • Concrete examples or situations • Personal recommendations • Questions?
- 4. 4 www.ez.fr Lifetime > 7,7 years Advanced Digital Customer Experiences From CMS to Digital Experience Platform (DXP)
- 5. 5 www.ez.fr Digital Experience Platform • Business Model : Core CMS is Open Source, the additional features of the DXP are not • Subscription model : Software + Support + Maintenance • Go-to-Market : Exclusively Partner Driven
- 6. 6 www.ez.fr Agenda • eZ in 2 minutes • Ecosystem : simple definitions and dynamics • The role of the software vendor? • Concrete examples or situations • Personal recommendations • Questions?
- 7. Assumptions: Third party service providers are required to implement the final client solution (upper mid market and enterprise)
- 9. Interest conflicts & competition: Those dynamics happen mostly between the vendor and the implementors or amongst them (partners), when all of them target the same final customers. è Depedency & Power relationships
- 13. A must read
- 14. Like in a game, with players, rounds & rules Vendor Partner Partner Partner Client Partner Client + + -+ - -
- 15. 15 www.ez.fr Agenda • eZ in 2 minutes • Ecosystem : simple definitions and dynamics • The role of the software vendor? • Concrete examples or situations • Personal recommendations • Questions?
- 16. The vendor is able to define the rules of the game 1. Choice of the License 2. Services & complimentarity 3. Partner Program 4. Business Model 5. Ethics & Clarity 4 examples:
- 17. 17 www.ez.fr Agenda • eZ in 2 minutes • Ecosystem : simple definitions and dynamics • The role of the software vendor? • Concrete examples or situations • Personal recommendations • Questions?
- 18. Focusing on stabilizing the unstable equilibrium Vendor Partner Client 1. Go to Market & Sales 2. Build phases 3. Run phases
- 19. Focusing on stabilizing the unstable equilibrium Vendor Partner Client 1. Go to Market & Sales 2. Build phases 3. Run phases Exclusively co-selling with partners, no direct sales situation Generating awareness via marketing efforts Direct subscription / licensing contract
- 20. Focusing on stabilizing the unstable equilibrium Vendor Partner Client 1. Go to Market & Sales 2. Build phases 3. Run phases Focus on enabling the partner in terms of training and expertise
- 21. Focusing on stabilizing the unstable equilibrium Vendor Partner Client 1. Go to Market & Sales 2. Build phases 3. Run phases Synchronizing with partners on projects and customer success Focus on support & maintenance Customer Success focusing on providing product value
- 22. Question 1: Does Open Source really affect the dynamics of the ecosystem? Does that really impact the governance?
- 23. Stabilizing the unstable equilibrium Vendor Partner Client YES, Open source helps to stabilize and remove lock ins ! = more power to the Customer More ways to challenge the partner in terms of resources, expertise, information, authority from a vendor Focus on support & maintenance Less lock in due to Open Source
- 24. Final Observation – «Lock ins» Vendor Partner Proprietary software Community based Open Source software Commercial Open Source software Innovation / contributions Commercial control Lock in at the customer (enterprise)
- 25. 25 www.ez.fr Agenda • eZ in 2 minutes • Ecosystem : simple definitions and dynamics • The role of the software vendor? • Concrete examples or situations • Personal recommendations • Questions?
- 26. Merci! La place de l’éditeur dans la gestion d’écosystème