Business Objects has added four staff to boost its partner support ecosystem.
The business intelligence software vendor has hired Suthan Naganayagam as its local Crystal business development manager. He spent the past three years at IBM in various partner-based sales positions.
Business Objects has also recruited David Hattrick as its business development manager in Perth and Sarah Hayes as its OEM business development manager.
Megan Nixon has taken on a marketing programs manager role.
Director of channels and alliances, Rajeev Mitroo, said Naganayagam would focus on identifying and working with resellers across its Crystal reporting tool.
"Suthan will help partners as they go about cultivating and closing Crystal opportunities within their existing install base as well as working with them to put demand generation activities in place that allow us to expand our Crystal footprint," Mitroo said.
The vendor currently has about 300 partners buying through its two local distributors - Ingram Micro and ACA Pacific.
"There is always going to be about 20 per cent of your reseller base that will be driving about 80 per cent of your revenue," Mitroo said. "Suthan will be working with those organisations to make sure they have a go-to person that can sit in front of their sales teams and talk about our value proposition."
The vendor currently has a Crystal resource centre and partner support hotline. It also has an online training facility including pre-sales, technical and sales training material. Mitroo said he planned to hold additional educational sessions to help drive partners and motivate customers to move to the latest 2008 Crystal software version.