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Business processing vendor launches partner program

Business processing vendor launches partner program

IDS Scheer aims to increase indirect business

Business process management outfit, IDS Scheer, has launched a new channel program to help enable new and existing partners.

Called Channel Agility, the program involves joint business planning, tools around account strategy planning, allocated resources for marketing development funds, training and accreditation.

The program consists of two tiers - premium value-added reseller, and value-added reseller. IDS managing director, Darren Covington, said he hoped to grow its indirect channel business from 30 per cent to about 50 per cent in the next 12 months.

"We are on rapid growth phase in this country. That has predominantly been driven through our direct touch, but we have had a growth in our indirect capability through recruiting new channel partners," he said. "We are now going through the enabling phase with those channel partners. We would like to get to a point where indirect is about 65 per cent of our revenue."

Locally, IDS has three channel partners including Red Rock Consulting, Frame Group and Leonardo Consulting. IDS has global vendor partnerships with SAP, Oracle and Microsoft.

Covington said he would like a selection of local partners. Key industries IDS plays into include government, finance, banking, insurance, manufacturing, telecommunications and retail.

"Our goal is not to be over distributed, it is to build critical mass with partnerships that are mutually profitable," he said. "We want partners that are in business process management or understand customer value at a business level.

"We've got the frameworks and methodologies to help our partners implement, consult and basically enable customers to take full advantage of the overall business process management solutions."

In other news, IDS Scheer plans to increase staff numbers from nine to about 20 by the end of the year. It recently appointed Iroina Ferreira as its channel sales manager. She focus on understanding the channel and will supply it with any additional knowledge it would need.

Before joining IDS Scheer, Ferreira held various senior channel management roles with Cognos in the US.

"Our focus is to have a highly skilled channel. We want to build competency to make sure it is a knowledge-based channel," she said.


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