Working with Principals

I start learn to know about computer since elementary school. During that time I always amaze how big principals is doing the research and development and also how they manage to deliver their implementation projects to be successfully.

And in the beginning of my career, I start working with Big Brand Principals and start to understand how the principal products more closely and also with very expensive product line that consider we can’t afford even just for the training. Principals always come with a conclusion that we’re not able to use their product and not certified, they need us to be trained.

The most important of technical product is our ability to understand the underlying concept, not how we can use it immediately. A lot of technical people not focus on learning the technical concept, rather than want a fast result by having a result or progress.

One of main principal revenue is from a training certifications, and it also help them to manage the scarcity of the their resources and we help them to mapped where to find the resources later.

But every training won’t have a value added if we’re not doing the implementation, since the real case come during implementation process. In this period usually when you have a problem, principal usually have several model to join in, if the numbers is big enough for the principals, or it will bring a success story for them, or worse is numbers is small and no success story, usually they won’t do much support.

I’m one of the person that always skeptical with Principals to be a partner and work with them since based on my experience in 13 years in the market, these above I always facing. I only choose a product that we understand and have a big value for us and we able to control it in the implementation and bring a lot of value added (not value in commercial).

Choosing the right technical product with a great roadmap from principal is more important rather than margin that principal share to ISV. As an ISV our value not only based on margin from principal, but from what we package for our end customer and business partner.

Last but not least, nowadays number of technical people from principal in our market is getting lower and lower, most of the representative that meet us is business side, sales, solution architect (person that able to up-sale another product), and pre-sales (person that have a technical ability but want to listen to the sales person, not to the fact). How many technical event that really our principal want us to educate partner and be a part of your evolution to growing? How many pure technical role and have a knowledge in depth that you meet in principal or friend working in principals in this year?

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