Sybase has undergone a complete overhaul of its partner program, introducing a formalised tier structure with certifications to improve its play into the analytics and mobility markets.
Sybase Asia-Pacific vice-president channel sales and alliances, Stuart Fisher, said the vendor needed to update its approach to separately attract partners to its database, analytics and mobility businesses. It has 15 partners in the database business and is looking to add similar numbers across the mobility and analytics divisions.
“Sybase, historically, has not had a fantastic partner ecosystem in play – it has been very ad hoc to say the least,” Fisher said.
“There is not one partner that could comprehensively support each of those products in a customer base. So we have spent a lot of time in the last year revamping our whole channel program.”
The program, called Sybase Partner Program, was developed with the assistance of consultant firm, Channel Enablers, and consists of two tiers: Gold and Silver. It also incorporates: Certifications in each of the database, analytics and mobility business units; a new online partner portal; and enhanced training.
“It is helping us move from being a technology provider of bits and bytes, to a solution provider,” Fisher said.
“Yes, we have great technology, but unless you put an application on top of it or complement it with some services it is not going to mean much to the market. So this is helping us ensure our partner ecosystem has much more sales collateral, go to market capability with solution provisioning rather than just more talking to database administrators, which has been Sybase’s heritage for many years.”
In March, SAP and Sybase announced collaboration plans to deliver the latest SAP Business Suite of enterprise software products to wireless handhelds, including the iPhone, BlackBerries and devices running Windows Mobile.