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Tower Software introduces channel structure

Tower Software introduces channel structure

Tower Software has launched a more structured channel program during its annual Asia-Pacific partner conference, which was held in the Gold Coast last week.

The records management vendor, which planned to float on the ASX in 2006, was rolling out a tiered partner program as part of an overall tightening of processes, general manager for Asia-Pacific, Geoff Moore, said.

"We are introducing a fair bit more structure to the way our program is set up," he said.

The new three-tier program consists of technology partners, service providers and resellers.

This includes a silver, gold and platinum hierarchy for resellers, which is based on sales revenues. Those with sales in excess of $1 million are eligible for platinum status, gold is activated at $500,000, and silver applies to those below $500,000.

Incentives include discounted pricing, subsidised training and access to Tower's support centre. A certification program is currently being rolled out to review the criteria. It will cover sales and technical implementation.

"We want to ensure we get better implementations first time round without having to come back and fix mistakes," Moore said. "So it's really about improving customer satisfaction levels."

It was also partly to involve the company in implementations, especially where there were instances of new partners doing roll outs, he said.

Tower's main channel partner, AlphaWest, covers the east coast. Other partners include MicroHelp in ACT, Dialogue in NSW and Sigma Data Solutions in WA.

Moore said Tower was keen to build a bigger presence in WA, particularly in the public sector, and would look to partner with service providers in key verticals.

Nationally, it would continue to seek service providers in the financial sector and establish technical interfaces with complimentary software vendors.


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