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Software AG revives channel program

Software AG revives channel program

Management software vendor aims to leverage partners specialisations

Management software vendor, Software AG, has relaunched its partner program to address its acquisition of webMethods in June.

Partner business development manager, Mark Greeff, said the merged programs could now be accessed by all partners and were being supported globally.

"We now have dedicated portals where partners can get up-to-date, real-time information about all the product suites, case studies and so forth," he said. "This helps them to leverage the information we are pushing out into our sales force. It is just one of the things we have seen partners get excited about because now they will have access to the right information at the right time.

"We have also been able to place staff around the world to look at partners globally and regionally, which is different to what we did in the past."

Software AG's partner program is split into three levels - associate, preferred and premium partner. While there was a cost involved in becoming a premier partner, Greeff said resellers would be heavily involved in marketing activities, corporate events and co-operative programs.

"We've got the luxury to segment our partners into the areas we think they best work in rather than just accept everyone and make sure they pay us a certain amount to become a partner," he said. "The focus is on getting people certified to ensure they understand the latest versions of our technology."

A new feature of the program is process frameworks, which allows partners to position their specific services around the vendor's business process management (BPM) and business activity monitoring solutions.

"One of things we are trying to do is work with our partners a bit more intelligently," Greeff said. "We discovered that some system integrators have a specialisation in telco or supply chain management or financial services. We are trying to work very closely with those specific integrators to make sure we can come up with collaborated programs to give them an extra edge in positioning their services story."


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