An appliance platform is a pre-configured server specifically engineered to deliver application-specific software functionality using standard hardware components. When they are properly constructed and deployed, appliance platforms have the ability to simplify software installation challenges, improve manageability, increase availability and accelerate time to value.
When you also equip appliance platforms with health monitoring, event alarming and update management capabilities, they will lower the lifecycle costs related to overall ownership and maintenance. Independent Software Vendors (ISVs) rely on appliances as an effective way to deploy their applications with out-of-the-box functionality.
From the ISV’s perspective, appliances allow installation of software at a client’s site without utilization of client hardware, which has the added benefit of avoiding any type of compatibility issues. Since these are essentially plug-and-play servers that include the hardware, application software, operating system and any specialty components needed to deliver applications, they provide a standalone device for ISV’s to offer end users.
According to a blog posting from UNICOM (News - Alert) Engineering, Inc. “Since designing, integrating and deploying an appliance is not an ISV’s core business, vendors need to find a partner who specializes in the development of appliances.” While there is definitely an advantage to using appliance platforms, since it is not their core business, the secret to success is finding the right partner. The best partner is the one that has the engineering expertise, as well as suitable production capabilities that will allow them to deliver and maintain the appliance servers throughout its lifecycle. This is what the client will be looking for, so it is something that the ISV has to be able to deliver.
UNICOM’s blog has come up with three major factors that ISVs should be considering as critical to finding the partner that works best for their needs. The first and probably most important was touched upon above; the ISV needs quality. The right partner will be one that implements best practice processes when it comes to solution design, systems integration, application management, global logistics, tech support and maintenance programs.
Engineering control and manufacturing quality are key components to achieving this. It is necessary for the partner to have the ability of interacting and reporting to a variety of different levels within an ISV’s organization. The capability of dealing with the ISV engineering, operations, product management and supply managers are significant to having a platform that is optimized, delivered and maintained throughout its lifecycle.
While all of this is important, the ISV cannot forget the other end of the spectrum. It is very important that the ISV stays focused on client satisfaction, which in turn leads to band satisfaction, which gives the ISV the ability to survive in today’s globally competitive marketplace.
This second factor is to remind the ISV that they have to look both ways. For the appliance model to actually succeed, the client must come first. There has to be a balance of forward and reverse logistics programs, coupled with a support organization designed to service end users in a timely manner. ISVs need to choose a partner with best-in-class logistics and support models capable of delivering reliably and support staff to give clients confidence to keep buying. If you lose the client’s trust, they will look elsewhere.
In keeping with the theme that an ISV’s client’s needs always come first, the appliance partner needs to avoid anything that could be considered a problem. If they wait for the ISV to identify an issue, then it is probably already too late.
An effective way to avoid this is to have the partner anticipate the ISV’s needs and make sure that all possible issues are covered. In addition, having a dedicated account manager with a support team that has the experience to resolve issues before they become problems is crucial. This is a case of the ISV being in the middle with an appliance partner on one end that can deliver all that is needed to develop a solution that will ease lifecycle management and the client on the other end that can have a solution that resolves all of their needs.
These are just three factors that could have a significant effect on an ISV’s relationship with their clients. UNICOM Engineering provides the kind of partner ISVs are looking for to develop appliance hardware solution to ease lifecycle management.