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PeopleSoft seeks VAR channel

PeopleSoft seeks VAR channel

Peoplesoft is looking to incrementally increase its Australian channel following its takeover last year of JD Edwards.

The US-based software giant currently has three channel partners, it prefers to call distributors, and is seeking more to tackle certain industry verticals.

Peoplesoft claims success in the local government sector following a partnership with South Australia-based Jigsaw Services it inherited from JD Edwards.

The company's ANZ channels and alliances director, Bruce Armstrong, is now seeking to replicate that in other industry sectors with an unspecified number of extra partners.

In addition to Jigsaw, Peoplesoft presently has a regional channel for WA involving Unisys West, a VAR it now calls a distributor; and Courtland Business Solutions, a mid-market supplier it also inherited from JD Edwards.

While most Peoplesoft product sales are through its 20-plus direct sales team, Armstrong said. Peoplesoft wants to build a channel in the mid-market.

He is seeking organisations, typically consultancies, with industry and domain expertise, and can add value to Peoplesoft implementations. In return, Peoplesoft can offer its own industry and domain expertise, and help develop marketing initiatives and business plans to help make partners successful.

Armstrong said talks were underway with potential suitors but would not say who they were, or how many he hoped to recruit.

Peoplesoft has three main products. The first is Peoplesoft Enterprise, which offers an integrated software suite covering human capital, the supply chain, finance, CRM and supporting analysis for tier-one service companies and departments.

Peoplesoft Enterprise One and Peoplesoft World were formerly JD Edwards products and are aimed more at the mid-market.

Jigsaw Services chief executive, Andrew McAdams, said his firm became involved with JD Edwards three years ago. The company had since grown its business by 400 per cent, partly due to the partnership.

Recently, Jigsaw began implementing Enterprise One for the City of Unley (South Australia), City of Swan (Western Australia), Gladstone City (Queensland), Livingstone Shire (Queensland) and Thames-Coromandel District Council (New Zealand).

Commenting on its relationship with PeopleSoft, McAdams claimed the software vendor embraced his company and understood the reasons behind its sales success. The pair regularly met and Peoplesoft gave training and marketing support, plus help with event management and public relations.

McAdams advised any potential Peoplesoft partner to realise that they must add value to Peoplesoft and not expect to be used automatically in implementations.

Peoplesoft came across many technically-orientated partners, he said, but his own business focused on a sustainable management culture, which had an open door policy that prevented problems from escalating.


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