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Macromedia strengthens ties with chosen partners

Macromedia strengthens ties with chosen partners

Design software specialist, Macromedia, is in the final throws of appointing a select band of resellers for the Australian market. In total, 10 are expected to be on board by the end of the month and the Preferred Reseller Partner Program will roll out in the first quarter of 2004.

Macromedia channel director for Asia-Pacific, John Biviano, said the program was being introduced across the region and was designed to reward committed business partners.

Benefits of the scheme would include marketing assistance, account management, rebates, incentives and lead generation.

“We want to provide benefits for those partners selling and recommending our products as part of their strategic offerings,” Biviano said. “We want to build really strong partnerships.”

The program would be run through the vendor’s distribution partners, Express Data and Scholastic, he said. But Macromedia had appointed an account manager, Gavin Olsen, who would be responsible for working closely with its preferred partners.

On the other side of the coin, Macromedia would require the chosen few to meet revenue and working expectations. Biviano said he would expect at least 25 per cent of a partner’s sales staff to participate in the vendor’s online training.

“They need to have a willingness to work closely with us to maximise opportunities,” Biviano said.

“A preferred partner must demonstrate that they know how to sell the product, can articulate our strategy and vision going forward, be responsive to leads that we generate on their behalf and show a general commitment to participating in anti-piracy and business development activities.”

While a select few were being appointed in the short-term, Biviano said Macromedia would be looking to increase its number of preferred resellers once any initial teething troubles had been ironed out.

“It comes down to making sure we resource the program correctly and deliver on our promises in terms of account management, training and marketing before we open it up to other resellers,” he said.

Macromedia was keen to get closer to its reseller community in order to better understand its customer base and the requirements of its partners, according to Biviano.

He also said the vendor, which had traditionally been strong in the developer and Web designer community, was keen to make further inroads into the education and corporate markets.

Biviano joined Macromedia, recently, from Sybari Software, where he was country manager for two years, but is generally better remembered by his new partners and colleagues for a three-year stint as a sales manager for Adobe.

This saw him get a little bit of stick from some quarters, he said, but the response had generally been positive because he had not come directly from his new employer’s biggest rivals.


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