While most vendors are struggling to get a clear channel in place, Navision is reaping the rewards.
Navision plans to expand the collaboration aspect of its channel to include niche resellers with access and expertise in specific market sectors. The move will give the ERP (enterprise resource planning) vendor access to vertical customers while utilising the resellers' expertise. In turn, Navision can support the reseller in any parts of the implementation they are unable to provide by teaming them with other appropriately skilled resellers.
"The Navision element is only 40 per cent of the total sale, which allows resellers to market their own differentiator in the marketplace," says Garth Laird, vice president for Navision Asia Pacific.
Navision's recent appointment of John Young to head up its Australian sales and marketing operations has highlighted the phenomenal growth of this relative newcomer. It is claiming he reason behind this success is its channel.
Four years ago, Laird, arrived back from the Europe with a disk of the ERP solution and promptly became the managing director for Navision, Australasia. Today the company has a growing sales network of 60 Navision Solutions Centres across the region representing over 600 people in the Navision channel.
Laird believes Navision's 100 per cent channel strategy has seen the company grow faster and build stronger foundations than any other software provider servicing the mid-market. While many multinational vendors look to the channel as a way of entering the local market, Laird feels it isn't enough for vendors to say, "We want resellers to be our feet on the street."
"They are placing the priority on fiscal results," he says. "Channel satisfaction comes directly after customer satisfaction and third in line is fiscal results."
Laird says collaboration and open communications have been powerful tools in securing reseller loyalty in addition to its local research and development facility. "A lot of guys in the market are wondering which way to go in terms of training and investment. In development, the chance of end-gaming yourself is very real."
With Young installed to take care of the home ground, Laird has assumed the role of vice president, Asia Pacific and will spend much of his time driving strategies for the region.