Google Launches Google Apps Premier Edition Reseller Program - Potential Conflicts
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On an FAQ page devoted to the new program, Google states, "While the per
user list price of Google Apps is likely much lower than the cost of your
clients' existing systems, that doesn't mean a lower total margin for you. The
change in paradigm to SAAS [software as a service] and the constant incremental
improvements from Google mean a wealth of new recurring revenue opportunities
for resellers, integrators and other solution providers."
Google adds that "because Google Apps is so affordable, customers have
more budget for additional valuable services from you," and refers to
deployment, change management and data migration as examples of
revenue-generating services.
Another potential point of conflict is that the program lacks a deal
registration component. This means there's always a chance partners could be
undercut by other solution providers or even by Google itself. Google aims to address that concern by stating:
"We fully recognize and appreciate the complementary role you play as a
solution provider in bringing these products to business customers … With this
reseller program, you own the relationship with your customers. You create and
sell a complete solution that includes Google Apps and your own services, you
bill your customers for the solution you design, and we encourage you to
provide front-line support as well. We're also working to improve the level of
control that you have over the customer experience and delivery of Google
Apps."
Despite these potential sticking points, Healey says he believes he'll be able
to successfully juggle both Google Apps and Microsoft Office suite products in
his linecard. He says it is simply a matter of determining which solution is
the best match for his customers' needs at the time.
"It's true that Google Apps are broadline applications that are directly
comparable to [Microsoft] Office and Mail. But we have always taken a
vendor-agnostic approach, and we'll continue to do so," says Healey.
Healey says for most organizations there are areas where SAAS is a perfect fit
for the business model, but it's a matter of considering each customer on a
case-by-case basis. For example, for a customer whose work force is geographically
spread out, a cloud-based solution like Google Apps might be more appropriate.
But a more traditional, centralized organization where all employees are under
one roof might be better suited by an on-premises solution such as Microsoft's
current Office suite.
Regardless of any potential conflict, Healey says he's excited about the
opportunities Google offers.
"There's a lot of built-in interest based on the Google name, the
functionality and, of course, the price point," he says. "It's a great
time for them to move forward with this program."
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