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Cognos forges alliance Downunder

Cognos forges alliance Downunder

Ten Australian companies have signed up to Cognos' new three-tier channel partner program, joining a network of more than 3000 partners worldwide reselling Cognos' business intelligence solutions.

Despite maintaining its direct sales component, Cognos has revamped its channel strategy to include a three-tiered structure in a bid to achieve greater coverage and sales. The move is in line with the three-tier approach Cognos has taken abroad.

According to Sam Clarke, vice president of alliances and marketing at Cognos, the new program is more well defined than previous channel structures and gives Cognos the opportunity to more effectively assess and monitor its relationship with the channel.

Eligibility for Cognos' Pinnacle, Premier and Business partnership levels is determined on various criteria including meeting sales targets, participating in Cognos events and seminars, having a certain number of trained technical and sales staff and the partner's overall business plan.

In return for their investment, Cognos partners are offered technical support and joint marketing initiatives including marketing expertise and monetary assistance.

"Cognos offers major growth and revenue potential to its partners in addition to providing extensive training, support and marketing programs to make partners successful quickly," Clarke stated.

Cognos develops business intelligence software designed to mine corporate data to help an organisation identify the factors that drive its business.

The partners recently signed Cognos included Polk Australia and ZAPTECH as Pinnacle Partners while Bilogic, BI Technologies, Delpha, Dialog Information Technology, Metiri Mensus, PKF Management Consulting and Synateq earned Premier Partner status. Meanwhile, Knowledge Network Alliance will kick off as a Business Partner.


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