Software vendor Actuates channel growth

Software vendor Actuates channel growth


Six months after converting to an indirect sales model, enterprise reporting software vendor, Actuate, has almost reached its desired partner numbers through agreements with systems integrators, OEMs and resellers.

Actuate channels director for A/NZ, Grant Christian, who was appointed to the role in January, said he would make good on his intentions to sign between eight and 12 partners by year’s end.

“We’ve been actively getting a number of partners on board in three main areas: an OEM business, a systems integrator channel and a tier-one reseller channel,” he said.

Actuate has struck agreements with seven partners so far — ATOS and Saytem in the systems integrator stream, MIP in the reseller space and Sunguard, Lumleys, DSP and E-Funds in the OEM category.

Actuate Asia-Pacific managing director, David Runacres, said the underlying strategy in working with those partners was to gain market reach and a revenue stream.

Speed to market and expertise in marketplaces previously unknown to Actuate were also factors, he said.

“We are not necessarily experts in banking or insurance, but these channels are experts in what they do, so that results in a much better customer experience,” Runacres said.

Actuate’s partner program — which covers pricing, marketing and technical support — was largely responsible for the rapid growth of the partner network.

“It’s a big learning curve for partners to get going,” he said.

“But it’s in our interest to support the channel as the faster they learn, the faster we get some business together.”

A certification program was also under way to train partners in providing consulting and customer support capabilities to customers, Runacres said. This could give partners an additional revenue stream.

Acuate would also look to expand its OEM partners currently working across the banking and finance verticals into the construction, asset management and infrastructure spaces.

Runacres said Actuate would look to grow its network to a peak of about 15 partners.

The company recently released A8, an updated version of its Actuate enterprise reporting application.

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