Enterprise resource planning (ERP) vendor, SSA Global, has formed a new Australian channel.
It has formed partnerships with Ob Tech, My Workplace Solutions and Operational Solutions.
The move is specifically for sales of SSA’s integrated business management system, MAX+.
“As an organisation we’ve done most of our selling ourselves,” SSA Global Sydney-based general manager for Asian-Pacific channels, Michael Dunne, said.
“But as we’ve expanded so significantly in the past few years, we realised that we simply cannot reach extended markets without developing a world-wide channel.”
The company’s initial channel development focus looks to embrace the SMB market.
“We were looking for potential partners who had a strong understanding and relationship with the SMB market,” Dunne said. “We needed partners that understand the buying environment; who understand the constraints and imperatives that the SMB market faces.” Its debut channel sale in Australia was made by Ob Tech.
The systems integration provider is also a subsidiary of an existing SSA affiliate in Malaysia.
The sale was made to printing company, Selbys, which is replacing two separate factories with a new purpose-built production facility. As part of the process, it plans to implement MAX+ to streamline business processes and improve the visibility and flow of information.
“We were very pleased with that particular sale,” Dunne said. “I think it’s a good example of the success of our channel program.
“We have worked with our channel partners to assist them in developing sales expertise as well as helping them build relationships with customers by providing them with leads and referrals.”
As part of the development of its ANZ channel, SSA is currently running a recruitment campaign to look for additional partners in a wider geographical area.
“We’re looking to add about seven more SMB partners in such areas as Western Australia and the Northern Territory,” Dunne said.
“We will also be trying to develop partners to represent our more complex solutions in larger market niches. We’re currently in discussion with several larger organisations in the supply-chain space.”