Greetings and Salutations! My name is Raj and I manage Microsoft’s relationships with several of the leading Enterprise Content Management (ECM) ISVs. In Karl’s previous post he talked about how to work with Microsoft when you are afraid we’ll eat your lunch. I’m going to take a different approach and discuss why Microsoft wants to partner with ISVs and enable us both to share a bigger and better lunch.

One of the questions that ISVs and customers often ask me is “Why is Microsoft partnering with ISVs in the Enterprise Content Management space?” This is especially curious to them when Microsoft Office SharePoint Server 2007 (MOSS 2007) is Microsoft’s fastest growing server product and potentially competes with these ISVs products. Since I manage the relationships with ISVs such as Documentum, Open Text, and others, I thought it might be helpful to share my thoughts.

While there are many technology based reasons for partnering with ISVs in the ECM ecosystem, the most compelling reason why Microsoft should and does partner with others, in my opinion, is to bring choice and better value to our joint customers.

Microsoft’s goal as a platform company is to provide the best value for the largest segment of the customer base. Often the best value requires the software and expertise of more than one company. Even though we may be in competition with these ISVs in certain areas, we can cooperate with them in other areas to bring a better value to our mutual customers. This is why I believe that partnering is even more important, in fact it is a responsibility, when you are a market leader.

In my next blog I will highlight some examples of how Microsoft works with the ECM ISVs that I manage.  In the meantime, I would welcome your thoughts and feedback.


Raj Rajesh – Business Development Manager, Microsoft