NetSuite ups channel activity with new program

NetSuite ups channel activity with new program

Cloud computing software vendor says it will retain a direct sales force but insists channel is front-of-mind

NetSuite has emphasised plans to increase channel activity in Sydney and Melbourne. The comments follow the launch of a new regional partner program and efforts to convert the majority of its Asia-Pacific business to a channel sales model.

Although a 30-strong direct sales force is still being retained in Australia, NetSuite managing director, Chris Schafer, insisted it was heavily promoting channel activity across NSW and Victoria.

The vendor’s new partner program employs a three-tiered structure: Silver, Gold and Platinum level certification. Resellers will have to go through stringent accreditation to qualify for higher tiers.

Silver partners will get a 30 per cent margin on initial sales and 20 per cent on renewed licence sales. Gold will receive 34 per cent and 24 per cent, while Platinum will be on 38 per cent and 28 per cent.

“We have a strong channel recruitment focus and are in discussion with companies [to join up as partners],” Schafer said. “Just in Sydney and Melbourne alone, there are 180,000 accounts we could be going after and I don’t have a direct sales force to catch even five per cent of that.”

Newly hired NetSuite channel director, Ken Barlett, spoke with ARN about boosting local partner numbers from seven to 15. Bartlett was appointed as the vendor’s first channel manager in October.

“The channel focus has really been in the SMB space and we want to take that to the mid-market to enterprise segment,” he said.

Based in Sydney and Melbourne, OnLine One has been a NetSuite reseller for three years.

“This year, more than any other time, with NetSuite appointing a new channel manager, it is very much supporting the channel,” OnLine One sales and marketing director, Don McLean, said. He highlighted the vendor’s efforts in helping OnLine One actively promote products created using the NetSuite system.

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