Business software vendor, Infor, is looking to develop its Australian channel on the back of strong growth in the Asia-Pacific region.
In Australia for the vendor’s first customer and partner conference, Infor Asia-Pacific president, Lawrence Chan, said the company had experienced 81 per cent growth year over year in the last quarter for licensed revenue, which has led to an increase of channel business.
“About 38 per cent of our revenue comes from channels in Asia-Pacific. There are two dynamics that are driving us to work with resellers. No matter how big we are we need to leverage local content and local partners and to do local delivery,” Chan said.
“Through acquisitions and the like we’ve inherited around half a dozen partners, with three or four active ones.
“We are definitely looking to develop our partner base, but we’re selective and focused on who we’ll sign up. We understand that to just have our resellers sell products is not enough.”
Chan said Infor would focus on a partner’s ability to target specific verticals and is looking for specialists.
“We don’t need 500 partners in Asia-Pacific. We divide the market into a number of verticals, and we only need a few partners in each vertical – more important is they bring the market to us, and bring our solution to the target vertical market,” he said.
Infor’s other immediate focus in its channel business is to develop and improve its education and certification programs.
“We’ve inherited some certification programs in the past from legacy companies that we’ve acquired, and we’re improving on those,” Chan said.