Cloud ERP vendor, NetSuite, is placing a strong emphasis on building up its channel business as it part of its local growth strategy in targeting micro-vertical markets.
NetSuite SVP and general manager of Asia Pacific and Japan, Lee Thompson, said it needs to work on increasing its awareness in the local market and sharpen its partner focus.
“We can do a better job in specifically working with our partners,” Thompson said. “There’s a great opportunity for us to really focus on building a channel across Asia Pacific and Japan. It’s important that we behave in consistent manner so they understand what our strategy is, and they can align with it and work collaboratively with us.”
“There’s an opportunity for us to do a better job in that area.”
In March, NetSuite hired channel sales director of Asia Pacific and Japan, Graeme Burt, as part of its plans to focus on the channel.
Burt previously worked for BMC Software, Salesforce.com, Oracle and SAP.
“We’re making a significant investment in building up our channel business,” Burt said.
“Our channel business is important to us and we’re investing in resources locally and across Asia Pacific and Japan, to be able to skill up our channel from a technical perspective, and we’re providing enablement resources.”
Burt said NetSuite will focus on some of its global initiatives such as the Velocity program that aims to define micro-vertical target markets (such as dentists) and preferred partners for that specialised arena.
“As we build out our vertical industry expertise, we plan to substantially increase the number of partners that we work with. We’re looking for the right partners that can drive those outcomes with us,” Burt said. “It’s way for our partners to gain access to a marketplace to help fulfill a customer need.”
NetSuite has about 80 partners in region with about 30 of them coming from Australia, including JCurve partners. One of them includes Fronde, which recently scored the APAC Solution Provider Partner of the Year and has been a NetSuite partner for the past 10 years.
Fronde Australia managing director, Don McLean, said it has about 120 NetSuite customers across a variety of verticals, making up about 45 per cent of its business.