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Inprise channel revamp addresses strengths

Inprise channel revamp addresses strengths

Enterprise applications software developer Inprise Australia/New Zealand has revamped its channel strategy based on the vendor's Borland and Visigenic technologies.

Inprise has announced its Enterprise Solutions Program (ESP) offering four tiers of membership designed to reflect the nature of the partner's business. It includes a VAR program for resellers looking to embed Inprise technology into their commercial applications. There is also a high-end Premier program designed for system integrators and consultancies implementing large-scale enterprise solutions.

Conservative approach

Lane Cipriani, Inprise business development manager, claimed the vendor is aggressively signing up VARs ("as many as we can get") but is taking a conservative approach to signing Premier partners, so as to provide adequate levels of service and support needed to win customers and large projects.

Cipriani added that with a dedicated team of engineers at call, together with a specific account manager for the partner's business and marketing initiatives, Premier program selection will be dependent on geographical location and specific business focus.

Two other channel programs are: the Tools & Components Builders (TCB) program for organisations that build and support frameworks and tools that make it easier to design, implement and maintain Inprise solutions; and the High Achievers program to provide universities and other academic institutions with software and training.

With half a dozen sites currently being deployed under the program, Cipriani suggested ESP will consolidate the vendor's existing business practices bringing partners under the one program, while also benefiting from joint marketing schemes.

Partners interested in joining one of the ESP programs should contact Lane Cipriani at Inprise on esp.au@inprise.com.au


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