The Australian managing director of enterprise portal software vendor Plumtree Software decalres he can offer channel partners the ultimate quick win.
Like many enterprise software companies, Plumtree sells its software direct into large corporations, but managing director Jay Simon said the company appoints a range of channel partners to provide post-sale services to its clients.
Plumtree partners with the Big Five as well as middle-tier integrators like Avanade, Powerlan and Com Tech to tailor its software to its customers' business needs.
"This market is still new here so we have to sell direct and evangelise," said Simon. "But there is money to be made in services."
Simon claims the referrals Plumtree passes on to its services partners are "quick wins", whereby a channel partner is able to show some evidence of their work within a few weeks. From there they can derive further revenue from extending the functionality of Plumtree's software to meet specific customer needs.
"Service companies can't afford to squat on a project and develop something like this from scratch," he said. "They need to be showing the output of their work as quick as possible."
Simon said there is no limit to how many channel partners the vendor signs on, providing they possess the right skills. To extend the functionality of the software, a developer merely needs to have skills in either Java (Java Server Page or Enterprise Java Bean) development or Microsoft (Active Server Page) development.
Since the vendor opened its Australian doors in January this year, it has signed seven large corporate customers including Ansett and the Attorney General's Office in Canberra.