Application infrastructure software provider, Progress Software, has enhanced its partner program to better align resources to its application partners.
Channel development manager, Kevin Aspindle, said the vendor recognised the changing structure of the ISV landscape and wanted to adjust its partner program accordingly. It is also keen to work with partners that catered for the mid-market. He defined the mid-market organisations as those that generate about $50 million to $500 million in revenue.
The vendor has about 80 Australian ISV partners.
"We're aligning the program to the needs of ISVs because of the changing landscape and the trends. You have constantly got to change the partner program, it can't be static," he said. "We are going to align the program to the requirements they have."
Aspindle said Progress has improved the way Progress assesses its partners. The company's Partner Program is made of four tiers - Elite, Premier, Preferred and Member.
Some of the things Progress is recognising and rewarding are sales and marketing skills of small ISVs, Aspindle said.
"We used to look at nine different attributes; we now cover over 27 attributes of their business, like technology and so on," he said. "There is quite a complex process around who is going to be an Elite and who is going to be a Premier partner."
Progress is also introducing training, Aspindle said.
"We are empowering them to grow their business - this could be through providing a software-as-a-service plan, or it could be moving into a new geography, or bringing a new product to the market. We have some business empowerment offerings in place to help them do that," he said.