Business Objects has appointed Rajeev Mitroo as regional director of channel and alliances. The new role has been created to help the business intelligence software vendor align it various partner relationships under a single team.
Mitroo's first point of focus would be to introduce structure and process for dealing with partners through its new Solution Provider program.
"The program offers a more comprehensive training strategy," he said. "We want to educate the market and help partners achieve their levels of certification."
The program is split into bronze, silver and gold tiers. The levels are based on software licence revenues, the number of certified staff and how much stock can be carried. Partners will also be offered access to a solution architect to tailor customer needs.
Currently, 40 per cent of the vendor's sales in Australia and NZ are through its 18 resellers but Mitroo would like to see them account for half. He plans to have 20-25 dealers signed up.
"We want to ensure geographic, market and product coverage criteria are met," he said. "There are four key vertical markets we focus on - financial services, the public sector, telecommunications and retail manufacturing."
Mitroo is targeting SMB as a potential growth area with the launch of its latest Crystal Reports Server XI software.
"We are starting to see an understanding in this area around business intelligence. This type of software will give SMBs access to enterprise solutions," he said.
Before joining Business Objects, Mitroo spent two years with Vignette as Asia-Pacific alliances and business development director.