Vignette has shifted its sales focus from ad-hoc resellers to a select band of integration partners with the aim of strengthening its channel.
Recently appointed director of alliances and business development for Asia-Pacific, Rajeev Mitroo, said Vignette's year-long acquisition strategy and subsequent broader product range had challenged its channel partners.
After coming from Borland several months ago, Mitroo has overseen an increased portfolio of products from acquisitions Epicentric, Introspect and Tower Technology.
"When I joined Vignette it was in a strong growth spell and we wanted to formalise and structure our partnership program," he said.
"We had many opportunistic acquaintances in the channel but little demonstration of us going deep and wide with a specific partner."
This new policy was implemented in October with the appointment of Alphawest as not only an integration partner but as Vignette's first reseller.
Over the past six months Vignette has culled what Mitroo described as opportunistic partnerships based on ad-hoc work to concentrate on formal relationships with five key partners in Australia - Alphawest, Eclipse Group, Net Return, Hothouse and eCentric.
Partners took on an integrator role, while Vignette directly supplied the software licenses and first tier support, Mitroo said.
To help support partners to deploy the broadened product range, that now includes records management and business collaboration, Vignette had developed a new training initiative, he said.
Real-time, computer-based training run over VoIP and based on WebEx technology is being deployed.
Partners were able to be trained, and via ICQ, could interact with US-based instructors, he said.
"Education and enablement is a big thing for us this year," he said. "It's one thing to have training but it's another to have what I call match practice."
The strategy of giving more opportunities to partners via the increased product range allowed its channel to gain experience, he said.
"A client wants to have someone who's done it before - someone who's streetwise rather than just bookwise," Mitroo said.