Infor is ramping up its channel strategy this year by hunting for industry-specific partners.
The US-based software vendor recently signed its first Asia-Pacific original equipment manufacturing (OEM) deal with long-time reseller, Eclipse Computing. The company is a strong player in WA’s mining and oil industry verticals and will now OEM nine Infor products ranging from capital management tools to financial accounting software.
Infor wants to take on other industry-specific sectors and expand geographically. The vendor is looking to recruit VARs as well as boost relations with existing channel partners, Infor channel manager, Ruth Thompson, said.
“We are looking to people like system integrators and specialist consultants in different industries to work with us,” she said. “We want to focus on the right partners to capture industry sweet spots.”
Infor has been actively seeking new partners with pre-sales experts to hit the field and offer free consultations. But Thompson insisted it was equally committed to enhancing capabilities of its existing resellers.
“What we want to do is take those existing relationships and get greater value from them and give greater value,” she said. “We want to expand their product offerings so if they are concentrating on one particular product, we would like to add more product so they can expand to more areas.
“We want to help our partners expand and develop their own niche, since each has strengths which they can capitalise on. We can both benefit.”
While the Eclipse OEM deal may be the only in the Asia-Pacific region for some time, Infor has not ruled out signing similar agreements in the future.
“There will be areas of the market Eclipse will say ‘we’re not interested in doing those areas’ but Infor may be interested,” Infor Asia-Pacific channel vice-president, Wilson Chu, said. “Then those are the places we will look for partners who can cover those holes.”