Transcript of a sponsored BriefingsDirect podcast on the development of enterprise app stores to reach employees, customers, and partners.

1. Enterprise App Store Trends Point to Need for Better
Applications Marketplace for ISVs, Service Providers, Mobile
Business Ecosystem
Transcript of a sponsored BriefingsDirect podcast on the development of enterprise app stores to
reach employees, customers, and partners.
Listen to the podcast. Find it on iTunes/iPod and Podcast.com. Download the transcript. Sponsor:
Partnerpedia
Dana Gardner: Hi. This is Dana Gardner, Principal Analyst at Interarbor Solutions, and you're
listening to BriefingsDirect.
Today, we present a sponsored podcast discussion on the fast moving trends
supporting the escalating demand for enterprise app stores. As enterprises and
most business users have rapidly adopted smartphones and made them
mission critical to their work and lives, tablets are fast on their heels as a
similar major disrupter.
RIM, Apple’s iOS, and Google Android devices are rapidly changing the way the world does
business and does software. Riding along on the mobile device wave is the complimentary App
Store model pioneered by Apple. The App Store is rapidly gaining admiring adopters from many
quarters, thanks to its promise of reducing cost of distribution and of updates and also of creating
whole new revenue streams and even deeper user relationships.
Those seeking to make app store benefits their own, fast, before someone else does come from a
diverse lot, and they include vendors, service providers, and communication service providers.
Interestingly though, it’s the users that have shown the way by demonstrating a comfort, a
willingness, and an affinity for a self-selection process for downloadable applications and
services.
The users are really quite happy with paying for what they have on the spot, as long as that
process is quick, seamless, and convenient. So, the onus is now on these variety of business
service providers and enterprises to come up with some answers for app stores of their own and
to serve their employees, customers, and partner ecosystems in new ways.
These app stores also must stand up to the rigors of business-to-business (B2B) commerce, not
just consumer-driven gaming.
So to learn more about how the enterprise app store market will shape up, I'm here with a panel
to delve into the market and opportunity for enterprise app stores and to find out how they could
be created quickly and efficiently to strike, as it were, while the app store is hot.

2. Please join me now in welcoming our guests. We're here with Michele Pelino. She is a Principal
Analyst at Forrester Research. Welcome, Michele.
Michele Pelino: Hi. How are you?
Gardner: I'm great. We are also here with Mark Sochan. He is the CEO of Partnerpedia. Hi,
Mark.
Mark Sochan: Hi, Dana.
Gardner: And we're here also with Sam Liu. He is Vice President of Marketing at Partnerpedia.
Hi there, Sam.
Sam Liu: How are you doing, Dana?
Gardner: I'm great. Michele, let's go to you first. This whole marketplace is something we
hadn’t even thought of perhaps two or three years ago, moving very rapidly. It’s also happening
across categories. Usually we can sort of slice and dice these things, but we are looking at
consumer, business, enterprise, and service providers. Maybe you could sort of paint a picture for
what's going on with business applications, now that we have seen the app store model really
pick up and be attractive to consumers.
Importance of mobility
Pelino: In order to provide some context around the momentum that we're seeing on the app
store side of the world, it’s really important to take a step back and recognize
how important mobility has become to enterprises overall, as they are
interacting with their employees and their customers and their partners and
providers as well.
We do surveys at Forrester of enterprises in both North America and Europe
to better understand those priorities and how mobility fits into overall
technology initiatives. We find that three of the top priorities that are being
focused on by many enterprises are related to mobility.
That includes deploying new devices to their employees. It includes supporting more types of
applications for not just the employees that are working outside of the office and the road
warriors that we all think about when we are thinking about mobile workers, but also expanding
applications for workers who are actually in the office.
So this broadening of mobility includes many types of workers and applications that address not
just the traditional email/calendaring applications, which are widely deployed by most
companies, but is also pushing those applications down into line of business worker types of
applications, which are tied to particular types of employees in an organization.

3. They're applications that may be designed for the sales team, customer service, support, or
marketing. They also might be applications that are tied to the needs of particular vertical
industry’s logistics or supply chain management or enterprise asset management types of
applications.
All of these applications are where we're seeing the momentum today. Ultimately, many firms are
broadening the types of applications that they're deploying to their customers, partners, and
suppliers, as well as to their employees, and this momentum is continuing.
The other thing that’s driving some of this momentum is that individuals, not just employees, are
going out and buying lots of different smartphone devices and mobile devices. You touched on
that in your earlier comments around tablets, slates, and different types of smartphones that are
out there. So, this momentum isn’t just happening within the corporation. It’s actually happening
outside of that, and it's what we would call the consumerization of IT.
This means that many individuals, consumers, are driving requirements into the corporation and
into the IT organization to get new types of applications on their devices, whether those devices
are personally owned or ones that the corporation has as well.
This consumerization trend is also happening to drive these requirements into the organization
and to really generate more momentum around applications in general as well as smartphone
devices, tablets, and other types of mobile devices.
Gardner: So, we have the consumers, the users, very much aligned with this trend. They seem
to have adapted to it rather easily. We've also seen an ecosystem of independent software vendors
(ISVs) involved, where they see opportunities to create direct relationships or marketplaces and
get new revenue. We've even seen some companies like Zynga and some of the other gaming
corporations, taking off based on this model.
So, what's the last leg on the stool. It seems to be the new types of app store providers. Michele,
for those organizations thinking of doing this, what do they need to consider? What's important
from a B2B perspective of doing an app store?
A lot of momentum
Pelino: One of the things to think about, when you are doing an app store, is to recognize that
there's a lot of momentum around app stores in general and that came from the initial foray that
we had seen from the device manufacturers like Apple
and RIM. All the different device manufacturers have
application stores out there tied initially to a consumer
oriented perspective.
The momentum around those app stores has driven corporations to start thinking about what they
can do to more effectively and efficiently support their requirements around applications.

4. The thing with corporations is that IT organizations still want to control which version of the
applications are in there and what types of apps an employee might have access to in a corporate
environment, as opposed to what they might be doing in their personal world. Security is always
a key issue here.
All of these things are really driving the need for these application stores but at an enterprise
level. More and more applications are not just coming from what the IT organization wants to
put out there, but also line-of-business workers within the organization are driving more and
more application requirements.
By implementing these application stores, I, as an individual employee with a particular role,
will have access to certain applications. Another employee may have access to other applications
that are tied to their role in the organization, and you could broaden that concept out to
interacting with partners, suppliers, and customers as well.
That’s where this momentum for application stores is coming from. It's not just coming from the
IT organization, but it’s coming from line of business workers who want to have applications out
there for their customers, employees, and partners.
Gardner: Mark Sochan, at Partnerpedia there's a need now for an IT department or an enterprise
organization to take advantage of this trend, but do it in a way that’s amenable to them, that suits
their requirements. Is this a big opportunity for IT to do something differently but perhaps even
do something better than the way they have distributed software in the past?
Sochan: Absolutely, Dana. Adding to some of the comments that Michele made about IT
consumerization, there is no doubt that the IT group is getting pushed by the
end users and organizations that have become very comfortable with how they
can search, browse, try, download, and purchase applications. As a result, that
has raised the expectations of how those same workers would like to be able
browse, search, and download applications that could help them in their
business world and with their productivity.
But, there are some pretty big differences between the consumer world
between buying a 99-cent Angry Birds game versus downloading business
applications. So, some of the things that IT groups are having to think about
and sort out are security and data governance and how data that’s specific to the device, so it can
be managed and, if need be, removed.
There are also issues about how the IT group can enable worker productivity and increase the
satisfaction of the user base.
Savings and efficiencies
Finally, there's a need to try and find cost savings and efficiencies. If you had everyone just
buying individual applications, then you wouldn’t have the benefit of bulk license purchasing or

5. the ability to purchase through normal corporate buying processes that result in larger scales of
economy.
Gardner: Michele, back to you. I know this is still early and this is a very fast-moving and
dynamic marketplace, but do we have any sense of how big this is going to be. Not necessarily
numbers, but do you think that most enterprises are going to want to adopt this sort of a model?
It reminds me of a couple of years ago, when we talked in services oriented architecture (SOA)
terms about registry and repository, making a list items of services and/or applications, and then
users could pick and choose and start beginning to make processes from them. Is this something
that you at Forrester expect to be pervasive or is this going to be on the fringe?
Pelino: This is the beginning of a pretty key momentum driver in this area. What we're seeing
now, is that some of these key drivers, are coming together for large, medium, small enterprises
who must figure out how to expand their applications and capabilities.
Also, as Mark said, you still have to have some control over this. You have to deal with corporate
requirements around purchasing and all of the requirements internally as well. All of those
factors are coming together.
Our surveys say that about 30 percent of enterprises -- that’s medium, large, as well as small
enterprises -- are using application stores do deploy some of their applications at some level. It’s
not that they're doing everything that way today. That’s the early stage of this, because this is an
evolutionary path. It started on the consumer side and now it’s going into the enterprise.
As I think about what our survey data would say going into 2011, I have a feeling that, that
percentage will jump pretty dramatically. More enterprises are dealing with that pain point of the
complexity of getting these applications out there, of having to have some control over which
version, monitoring them, tracking what's going on with the apps, ensuring that everybody is
getting the application that they should or not.
Those kinds of things are very important, certainly at a corporate level, and so this is driving a lot
of that momentum as well, and security can't be lost in that picture either.
Gardner: Sam Liu, at Partnerpedia, how do we help enterprises step into this? Is there a path? Is
there some methodology, track record involved? If I were an IT manager, I am thinking, okay,
I've got to build, I've got to buy, or I've got to partner, or some combination in order to get an app
store up and running.
If I have an app store that’s serving my employees, the chances are that I'm going to need to have
one that’s going to be able to stand up to the rigors of delivering apps and services and business
value out to my end-users as well.
How does an organization like an enterprise, a vendor, or a communication service provider start
the process of thinking about architecting and providing an app store?

6. Early stages
Liu: We've talked to a number of different enterprises and various industries, and most of them
are in the early stages of researching and trying to figure out what this means to
them. They know that tablets are coming, but actually today’s problems have as
much to do with just devices already in-house, such as smartphones.
What we're hearing in terms of platforms is that they note that top three
platforms they're trying to figure out are iOS, Android, and the platform coming
from RIM.
In that research phase, some of the issues that they're concerned about are more
traditional IT policies and compliance issues. They understand the motivation from the user
standpoint and the value of that, but they're really trying to understand the landscape in terms of
those more traditional issues around IT control and compliance, such as security.
The other thing is that they're also more open to outsourced or cloud and software-as-a-service
(SaaS)-based solutions, as opposed to something that may be completely managed in-house via
traditional software. The issue there is that they want to make sure that it actually can connect to
the very secure session in the corporate environment, and that by outsourcing they are not giving
that up in terms of the security and control.
What we recommend is to start with a scoped project. Don’t try to solve all of your problems at
once. Figure out what you need today and build up a roadmap for how you want to get there
tomorrow. So you might want to start with the current devices, such as phones and focus on
maybe internal applications or select third-party applications. Deploy a project from that and
then figure out how you want to evolve that towards other devices and other platforms.
Gardner: Mark Sochan, this isn't just about the technology of being able to serve up an
application. This is also about billing, invoicing, the money trail, and then making that auditable.
In certain industries, it’s a bit more of an integration issue.
How do you walk into an enterprise or a vendor and help them sort through, not just the delivery
of these apps, but also the management of the chargebacks and/or processing of credit cards or
other means of billing?
Sochan: At Partnerpedia, we've been working with a number of the leading tablet vendors and
some of the largest enterprise customers to understand what are the business problems and what
are the priorities that need to be solved.
Overwhelmingly, what we're hearing is that most customers are not satisfied with just having an
open marketplace that you might see from, say, the Google marketplace. They're looking for
some blended model between complete end-user autonomy and some better corporate control.
That’s the first piece of feedback we are hearing.

7. The second piece is that there is a need to have some sort of branding. Most enterprise
companies want to have some branding, so that it’s very clear to their users that this is their
marketplace, this is their store. And, that store has a combination of third-party built applications,
similar to what you might see if you went into an Apple App Store or into the Google Android
marketplace.
Custom built
But, you also see applications that have been custom built specifically for that corporation. That
is, bite-size pieces of applications and business process productivity that is specific to a person’s
role in that organization. Plus, some higher end applications are coming from some of their
business partners.
Because there are a variety of different sources of these applications, there are different business
models that need to be addressed. The one that may be most familiar to all of us would be the
ones that are the similar kinds of applications that we might find in the Apple App Store or the
productivity type things, whether it’s news and information or time management or calendaring.
Then, as we move to the custom built applications or the in-house applications, it’s also
important to be able to have a way to side load those applications and make sure that those
applications are available and discoverable by the people in the organization that it’s relevant to.
There's a whole idea of personalization that goes far beyond what we've seen on the consumer
side, where basically everyone is presented a very similar experience in the enterprise side.
It’s very important to personalize much further to a marketing executive, for example. That’s
going to be a very different set of applications that have been pre-approved and that are relevant
to that marketing executive, versus someone who is on the production floor.
Finally, depending on the type of application and the user, there's a need to have a lot of control
and flexibility for the corporation to either pre-purchase those licenses and to manage those
licenses effectively. Then, they can both purchase and manage the distribution of those license,
and be able to reclaim them as employees leave the organization or devices are lost, as well as
allowing, as appropriate flexibility for the end-users to actually make purchases directly based on
their budget.
Gardner: Michele Pelino with Forrester Research, I don’t know if this is a bit outside of your
field, but it seems to me that that from an IT procurement perspective we have been talking about
smartphones and tablets.
When you think about the app store model as the way or a way to distribute and manage
applications to all devices, including PCs, you can start to get better efficiencies over licensing.
You can really meter who gets applications and how often they're used and use that to decide

8. what apps to keep or what to throw out. You can also have a better means of updating and adding
security patches in a way that’s automated and centralized, rather than going from point to point.
Do have any thoughts about the IT efficiency aspects of an app store model if we take it beyond
smartphones and tablets to the entire endpoints the users use?
Evolving over time
Pelino: That is how this could evolve over time. We've been starting on the mobile device side
of the world -- smartphones and tablets, those types of devices. But, at a corporate level, there
are other types of endpoints that you need to manage and deploy applications over, and you want
the same kind of control. You also want to have a sense of how much you are spending.
Sam mentioned, as a service type of delivery model or a per user type of delivery model, you can
use different kinds of models here to keep control of the cost and have efficiencies around cost
that you might not have today, because there is lots of overlap happening.
There are benefits as well, when you're thinking about individual end users who might have
devices that they use in certain situations. When they're at their desk, maybe they have their
laptops or desktops there. So, ultimately, you could have the same environment to integrate what
an individual end-user or an employee could get in terms of the apps that they're able to get and
always have a consistent experience for that.
The other side of that is just having a recognition that at the IT level, as much as they would love
to control this, there are lots of devices around the bend. So even in the mobile world the devices
we see today are not the ones that are going to be here tomorrow and there is more and more,
almost on a day-to-day basis, being announced and put out there for end-users, whether it be
enterprises or consumers to use.
How do I keep that in line? This app-store model is certainly one way to do it. But, when you
think about it at the IT organization level, it’s not just about mobility. They have to think about
the endpoints across the organization and this could certainly be relevant in that case as well.
Gardner: Mark, we're hearing about the benefits for an internal app store where IT, for example,
might get better software distribution benefits. I know that Partnerpedia has been working with a
number of early adopters on storefronts and branding around app stores. Are you finding that
there is a capability here that you can, in effect, create the same app store for internal distribution
as well as external, where you would be taking apps and services out to a wider audience, be it
B2B or business-to-consumer (B2C)?
Sochan: Absolutely. If you look at the core essence of an app store, there is a repository or
catalog of information that makes it very easy for a company’s customers be able to find, browse,
and look for products and services, not only from the vendor, but also related products and
services that are of value from that vendor's ecosystem.

9. It almost doesn’t matter what kind of company it is. Most companies have some extended
ecosystem of value-added partners. The ability to create a very rich catalog of information that
your customers can browse and search and look for related products and services makes it much
more compelling and gains a lot more commitment from your partners.
Because you're now providing them with of a go-to-market benefit directly to the customers, and
from the customer’s perspective, they see tremendous value in your company’s products and
services, because they see the richness of the ecosystem around it.
At the heart of it is this catalog that can be highly personalized. You can imagine that if you're
now able to personalize this for your customers, where your customers are coming into this
marketplace and they are not just seeing a generic marketplace, they are actually seeing a
marketplace that’s been personalized to them.
Marketplace knows
This means that the marketplace already knows which products your customers have purchased
from you and therefore is making a preselection or presenting them with information that’s very
specific and related to the footprint that, that customer already has of your products.
In some cases, in a more consumer-oriented world, you may want to actually go to a transaction
and actually enable purchasing. But, our enterprise customers are telling us that, equally
important, if not more important, in the first steps is to have a very sophisticated lead capture
engine, so that you can capture that interest that your customer has expressed, and been browsing
and expressed interest in a particular product.
Then, you can route that, as appropriate, into whatever customer relationship management
(CRM) system is being used and more effectively follow up with that customer, either with your
own direct sales force or with passing that lead to your partners for the appropriate follow up.
Gardner: This is interesting. App stores in the enterprise seem to be the gift that keeps giving.
We've got distribution benefits, but now we are looking at some marketing and business
intelligence (BI) benefit, where we can segment and provide a different façade or set of
applications and services to different constituencies, know who they are, create a relationship,
gather metadata about their activities, and then better serve them with the next round.
Back to you Michele. Is there a marketing and a BI benefit through the app store model allows
for an efficiency in gathering information and delivering products and services significantly
better than some of the past models where these have all been in sort of similar silos and it has
been difficult to integrate and pull them together?
Pelino: You can imagine that now, with the capabilities that you have, you're going to be able to
track and understand better what individuals are doing. Are they using certain applications? What
they are doing? When they are doing it? As well as better understanding how you might be able

10. to package and put together capabilities that might be more valuable to your customers in a
manner that will be useful, in an individualized manner, not just basic bundles or combinations
of services.
From the BI side of this, we've only started scraping the surface, because we are in the earlier
stages. But as you have all of your customers, partners, and suppliers accessing these application
stores, as well as your employees, you can then target those individuals with appropriate
information. Not necessarily marketing all the time, but appropriate information, if it’s for
employees and partners and suppliers, and for the customers, certainly marketing and
promotional activities could be tied in here as well.
Gardner: It sounds very good in theory. Mark, tell us a little bit about some of the ways that this
is actually being used now. I know you can’t always tell us the names of the folks you're working
with, because you are an OEM supplier and they may still be in pilot in terms of their own app
stores, but how are these ideas really coming into fruition? What’s really going on on the street?
Some use cases for this enterprise app store concept?
Sochan: What’s happening on the street is that a number of tablet vendors are seeing that having
a branded app store capability around their tablets is a critical checkbox item to creating a whole
product that is valuable to the enterprise. That’s the first thing that we see happening through our
direct relationships with our vendors and customers.
The second thing is that the enterprise customers and consumers of these tablets are looking and
starting pilots right now, where they're setting up their own branded app store to make it easier
for their internal users to be able to browse and find and demo'd applications and these pilots are
starting now.
Gardner: Do you have any metrics of success? Are we too soon into this? Have you got any
users that have put some of this into practice and said, "We did blank and then we got blank in
return. There was a percent increase in this or a decrease in that?" Do we have any metrics that
demonstrate what the payoffs from doing this are?
Trove of data
Sochan: As Michele motioned, there is a really exciting rich trove of data and BI that you get,
because now you can see what users are interested in. You see what they are browsing.
All of us are very familiar with the Amazon-like model, where you rate products and services.
The exact same thing is now enabled in these branded app stores, where the users are in real time
rating the number of stars for that application. More importantly, they are giving their comments
about what they found useful and areas that they would like to see improvements, which creates
this very exciting innovation cycle.
Where previously you had very complex monolithic applications that got delivered and had a
couple of year cycle, now you're seeing bite-size pieces of innovation that gets immediate

11. feedback from the end-users. The developer sees that feedback almost instantly and is able to
immediately respond with either bug fixes or feature enhancements.
What’s really exciting to me is just how fast the innovation and that feedback loop happens that
just spurs more innovation.
Gardner: Before we wrap up, maybe we could step out a little bit into the future and think about
some of the implications for this.
Michele, how far do you think this can go? We've talked about how it could come back and
affect the PCs. I am thinking that it really could change the way businesses operate in terms of
their revenue, relationships with their customers, central repository and means of managing both
marketing and innovation and then distribution.
Pelino: If you think about the evolution of where this could head, you're starting with the central
piece of the value proposition to many of these mobile devices and tablets, which is the
application, and that’s absolutely critical.
You're going to be proving out the value of the applications in these app stores. But, benefits that
can be achieved are efficiencies around cost. You've got benefits around having all this
information about your customers, your partners, your suppliers, your employees, or anybody
interfacing with these application stores -- depending on how you're implementing them -- that
you can now use to leverage and broaden out your relationships with them at various levels.
This is absolutely critical. It's bringing up the value of the information into making better
business decisions, and that business intelligence I think should not be underestimated. The other
side of it is, when you think about the complexities that are facing the IT organization at a real
tangible level, that’s not going to go away.
As we look to the future, the complexities around these devices, around the tablets, the slates, the
smartphones, the other devices that are the more traditional devices and endpoints that
companies have to manage and deal with, that complexity is going to continue.
Managing complexity
When you think about where this can head, recognizing that companies are going to be looking
for more efficient ways to manage that complexity, these application stores are one way to do
that, and they provide a pretty cost effective way potentially, because, as Sam mentioned earlier,
some of these are dealt with as a service, per user basis, per use basis, and so there is efficiencies
around this that you can’t underestimate either.
Gardner: You almost want to throw another acronym out there, which would be something like
"business services as a service."

12. Pelino: That’s not a bad idea. But, as you think of the future, there are a lot of opportunities to
really build this out and have a critical impact on the strategic initiatives of the organization. It
may not be just a tactical thing that the IT organization is implementing. It’s a very strategic
potential for an organization to implement these stores.
Gardner: Mark Sochan, are you talking at that executive level with some of your customers?
First, maybe you ought to quickly summarize what it is that the Partnerpedia is delivering to the
market and then follow on with are you selling this to IT people or to strategic thinkers who are
really looking at this as a business strategy.
Sochan: The core of the Partnerpedia offering is a white label, cloud-based, branded app store,
that allows very efficient discovery and delivery of applications. The internal benefits for the
internal facing app store is the capability for IT members to be able to pre-purchase select
applications that they want their users have available to them. And also providing the capability
to brand that app store so that it follows the company’s logo and it has a very consistent
corporate look and feel.
Then, giving a way for users to be able to very easily search, browse, and look for applications
that are specific to their role in the organization.
Finally, the license management of that software, allowing the IT department to be able to track
licenses that have been purchased and downloaded, as well as be able to reclaim those licenses as
is appropriate, when an employee either no longer needs that license or has left the organization
or has lost the device.
And looking more to the future, we are also working very closely with customers that are
building a private branded marketplace. And I distinguish between an app store and a
marketplace in that a marketplace is much broader than just applications. It can be hard goods,
products, services, or offerings from partners and provides just a much richer way for customers
to discover value-added offerings from a company.
Gardner: Who are the folks who seem to be most interested in this? Is this something you're
selling at multiple levels, or do you really have the ears yet of that business strategy?
Sochan: We're seeing it in a few different industries. Certainly high tech is an area where this
lends itself very well, because most companies are moving to a cloud services world and so
they're looking for new and more innovative ways to combine and recombine multiple solution
offerings to come up with more valuable offerings to their customers.
Driving opportunities
This is also driving opportunities for innovation and business models. how the customer pays
for it. Having these bite-size pieces of innovation lends itself to new ideas and new business

13. models in which there can be not only just actual new sources of revenue that can come out of
this, because now it’s a channel to the market.
Gardner: Michele, are there any resources at Forrester that you could point people to, if they
wanted to explore this a bit more? Are there some reports, some URLs, any place that you would
suggest people go to at Forrester to learn more?
Pelino: As I was talking I was referencing a few points of data from various reports that might be
relevant, and you can get to those links through the Forrester site..
There's one report that sets up the complexity that’s facing many organizations that I touched on
very early on, called "Managing Mobile Complexity."
There's another report that’s coming out very soon around mobility in the cloud. We've been
talking about these delivery mechanisms, cloud-based delivery mechanisms for applications and
services, especially around mobile devices and applications and services. That report is coming
out in the next week or so.
Gardner: Mark Sochan at Partnerpedia, are there some reports, resources, white papers, ways in
which people can learn more about your approach to the market and this notion of the white label
in the cloud app store as a service?
Sochan: We've got some great white papers that people can access from our website at
partnerpedia.com, that will give very useful insights into some of the best leading practices in
this area.
Gardner: You've been listening to a sponsored BriefingsDirect podcast discussion on the fast
moving trend supporting the escalating demand for enterprise app stores.
I'd like to thanks our guests. We've been here today with Michele Pelino. She is a Principal
Analyst at Forrester Research. Thanks, Michele.
Pelino: Thanks so much.
Gardner: And Mark Sochan. He is the CEO at Partnerpedia. Thank you, Mark.
Sochan: My pleasure.
Gardner: And also Sam Liu, Vice President of Marketing at Partnerpedia. Thanks, Sam.
Liu: Thanks, Dana.
Gardner: This is Dana Gardner, Principal Analyst at Interarbor Solutions. Thanks again for
listening and come back next time.

14. Listen to the podcast. Find it on iTunes/iPod and Podcast.com. Download the transcript. Sponsor:
Partnerpedia
Transcript of a sponsored BriefingsDirect podcast on the development of enterprise app stores to
reach employees, customers, and partners. Copyright Interarbor Solutions, LLC, 2005-2011. All
rights reserved.
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