Genesys directs global skills to local partners

Genesys directs global skills to local partners

Newly appointed Genesys channel manager for Australia and New Zealand, Gary Howes, has unveiled two new programs for the company’s partners aimed at further developing skills in its communications software suite.

Howes used the company’s annual G-Force conference in Melbourne last week to launch the programs, derived from initiatives introduced by the company worldwide. The new Interworks program is designed for the company’s global developer community working across all of its products.

Under the new model, which will be rolled out globally over the next three quarters, partners are given access to Genesys’ database of information on existing solutions and partners.

Speaking to ARN, Genesys vice-president of global channel alliances, Karl Holzthum, said the program would target those who are more services oriented, rather than resellers specialising in reselling software licensing.

“We are an open platform vendor so we want to leverage our experiences with developing solutions through our partners worldwide to create an on-tap source of information on existing Genesys solutions,” he said.

The program would be tweaked for the local market to provide customised details on marketing, competition and technical information. Howes said.

In addition to Interworks, Genesys has also announced a new partner enablement program. “This is where Genesys will do the business planning and some in-depth training for partners where they need assistance developing our solutions,” Howes said.

For example, the Genesys Voice Portal (GVP) product, introduced by the company two years ago, called for new skills in integration, he said.

“The enablement program will make sure these skills go out to partners in Australia and New Zealand,” Howes said.

Holzthum said Genesys maintained six global partners, including IBM and Accenture as system integrators. Its mid-market/CRM partners are: SAP, Siebel, PeopleSoft and newest recruit, Microsoft.

In the local market, Genesys undertakes all of its business via relationships with eight partners, including PABX companies as well as data equipment businesses such as Dimension Data. Customers include Telstra and the Australian Taxation Office.

“We have local value-added resellers, but a lot of these can’t deliver the whole Genesys solution,” Howes said.

“So we generally have these local VARs partnering with our global partners.” He has been acting channel manager for A/NZ since former channel boss, Anandh Maistry, left to join Touchbase in February.

Howes was officially appointed to the position a few weeks ago.

Alongside its higher-end product suit, Howes said the company would continue to push its SMB out-of-the-box product, Express, into the local market.

He said the company had recorded 200 installations of Express since its launch two years ago.

“All of our eight local partners are signed up to do the mid-market Express product as well,” Howes said.

The company would also continue to support its tiered channel program Interacts for its Asia-Pacific partners, he said.

The program divides partners into one of three accreditations: premier, strategic or global.

Each tier receives a host of services, such as training, margin and price incentives, joint-marketing funds, access to Genesys’ resources, technical support and sales collateral.

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