In a play right out of NetSuite and other ASPs, SalesForce.com is adding customization features to its hosted suite as well as increasing its reliance on partners to develop complementary applications. as reported by Line56.com
The article writes There’s a delicate balance here. “If you make the product too complex, you’re Siebel,” points out analyst Ian Jacobs of Current Analysis. However, it is impossible to add meaningful customization without increasing the complexity of the product and thereby shifting it out of hosted CRM’s mid-market sweet spot. Salesforce.com is trying to keep this balance by working closely with its customers. “They’re talking to customers about whether these additions are right,” says Jacobs.
In addition, it’s important to ensure partners can sell your product. Going direct is fine and many vendors are successful doing it, but building a robust channel is vital for most product sales.