Software-as-a-service (SaaS) provider, NetSuite, will target OEMs to build its Australian channel strategy.
NetSuite vice-president of international sales, Johnny Jones, said the company was also focusing on the small business space and looking for distribution and training partners.
“The other big focus for us is around OEMs, that’s where I can see partners really adding value. That is a big, big focus globally for our company – finding OEM partners who have IP they want to put in NetSuite, and then taking that out to their customer base and branding it the way they need to,” he said.
NetSuite is also moving into the mid-market space, and brought on its first OEM partner with the addition of telco and IT services provider, Brennan IT.
“We’ve also got a couple in the UK, we’ve done one in the US, and we’re actively looking for more now; telcos, financial companies, we’re talking to a couple right now and we’re very close,” Jones said.
NetSuite plans to invest heavily in partner training this year. Local sales enablement trainers will travel around to keep partner’s up to date, as well as a virtual training program.
“Through our national partner program we have a three-tier strategy; one is just a referral partner so anybody can make money off us through referrals. Another is you pay a fee and within that you get a certain amount of margins, leads, on-site and virtual training, and then there is the OEM type strategy,” Jones explained.
“A year from now I would like to have six strong partners across Australia. Where I can see it adding value is areas such as WA and SA where we won’t have an office - it will be completely channel driven.
“For Sydney and Melbourne I’d like more OEM partners because there is a big accounting and financial community who can take a product, build it into NetSuite, and sell it to their own customer base.”
Jones said the current economic climate may benefit NetSuite as companies look to remove infrastructure setup costs associated with in-house solutions.
“The good thing about SaaS is you know exactly what your fixed cost is for the next five, ten or twenty years, so it could be a very positive thing for us,” he said