2019 @Alfresco Analyst Day: partner strategy

Darren Yetzer, Alfresco’s VP Channel, took us through their partner strategy, and hosted conversations with Bibhakar Pandey of Cognizant and Matt Yanchyshyn of AWS.

The Alfresco partner ecosystem has three divisions:

  • Global system integrators
  • Local/regional system integrators
  • Technology and ISVs

In the breakout discussions that we had earlier in the afternoon, there were various discussions on the strategy focus on vertical use cases, and how partners will need to fill some big part of that need since Alfresco isn’t in the vertical application business. Obviously, Alfresco needs to have more than just a logo salad of partners: they need partners that can work with customer to develop vertical solutions, make sales and extend functionality.

Pandey sees Alfresco’s platform as a way for them quickly create domain-specific content-centric solutions for their clients that include integration with other platforms and systems. They don’t want to have to build that base level of capabilities before starting with their solution development, so see a platform like Alfresco being table stakes for working effectively as an SI. Cognizant works with a broad scope of customer organizations, but Pandey highlighted insurance as one vertical that is ripe for the content capabilities offered via Alfresco’s platform. He focused on the cloud-native capabilities of Alfresco as essential, as well as the microservices architecture that allows specific functions to be deployed and scaled independently.

The Amazon AWS partnership is much different and even more significant from a platform functionality point of view: we saw this beginning at last year’s Alfresco Day with the significant announcements about native AWS containerization, and continuing now with the integration of their AI/ML services. Yanchyshyn discussed how Amazon is now developing domain-specific intelligence services, such as Comprehend Medical, and how organizations will start to take advantage of this higher-level starting point for mapping their business use cases onto Amazon’s AI/ML services. He sees Alfresco as being an early adopter of these services, and uses them as an example of what can be done to integrate that into larger platforms.

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