Urlich plans stratagems with Systems Union channel

Urlich plans stratagems with Systems Union channel

Recently appointed Systems Union channel manager, Linda Urlich, has identified partner recruitment and new sales strategies as her top priorities.

The former Oracle channel development manager is a replacement for veteran, Matt Belotti, who left the company in December after 17 years to join Technology One.

Urlich said her initial focus would be to develop new indirect sales strategies for the company's range of Sun Systems, Vision and MIS AG products. This would involve targeting specific verticals such as ERP, she said.

The company would also develop an application service provider (ASP) business for its flagship Sun Systems financials in the mid-market, Urlich said.

Systems Union CEO, Tony Farrell, said Urlich's appointment tied in with plans to increase channel sales to half of its revenues by the end of the year.

Currently, indirect sales accounted for about 10 per cent of business software revenue.

"Linda's job is to evaluate the competencies of our existing channel partners to handle new products but also to recruit new ISV partners and OEM relationships," he said.

Alongside the recruitment drive, Systems Union is planning to introduce a new global channel program. According to Farrell, the initiative would shift the focus away from volume-based sales to more strategic business. Changes would include re-certification, support and a revamping of existing partner agreements.

Partners would also be segmented into product groups as a way of encouraging specialisation, he said.

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