For Vendor Strategy Professionals

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	December 16, 2008 Medium-Size And Small ISVs Can Expand Via Partnerships How Medium-Size And Small ISVs Use Partnerships To Enter New Markets by Peter O'Neill with Stefan Ried, Ph.D., Merv Adrian, Reedwan Iqbal

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Executive Summary

Small and medium-size software vendors will face challenges in 2009 as the economic climate deteriorates. For many, the best possible leverage for their limited funds will be making effective partnering choices. The right partners can help ISVs reach the most suitable new geographies, industries, and adjacent product spaces with the least investment. ISVs can also use partners' sales and marketing resources for maximum impact if they choose wisely. Forrester offers guidance on how to pick the right partners to drive success and examines how the growing adoption of software-as-a-service (SaaS) offers new types of partnership plays as Web 2.0 marketing takes hold in the IT industry.

TABLE OF CONTENTS

• Medium-Size And Small ISVs Look For New Markets
• Possible Partnership Plays

RECOMMENDATIONS

• Commit To Your Partner Strategy And Pick The Best Ones
• Explore The Web 2.0 Software Market With SaaS
• Large ISVs: Address Your Partners' Needs
• Related Research Documents

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