Dassault goes on channel partner drive

Dassault goes on channel partner drive

Enterprise software vendor aims to expand its expertise in the channel

Enterprise software vendor, Dassault, is eyeing opportunities in the aerospace and defence sector, and is looking for partners to assist.

It is is also expecting growth in the consumer goods and retail sectors off the back of events such as L'Oreal Melbourne Fashion Festival 2013.

Other key areas where Dassault A/NZ PLM value solutions director, Christian Ebel, sees opportunities is in processing and utilities, as well as in the life sciences and public sector.

“Financial services will grow with Exalead, which acts as a door opener for us in that sector,” he said.

In particular, Dassault is eyeing opportunities with insurance companies, banks, online businesses, and potentially, telcos.

However, Ebel admits that growth is dependant on growing the number of partners the vendor has in the channel.

“We have partners that are growing, but they can not grow as fast without raising additional equity,” he said.

“Many are privately owned and don’t necessarily want to increase their debt or to split the equity.”

For that reason, Dassault in Australia is on the hunt for additional partners.

While mining will continue to be big for Dassault, Ebel is not expecting a large amount of growth in 2013, as the company is already starting from a large revenue base.

“With our Geovia modelling solution, the growth will be big in number but not huge in percentage,” he said.

Since Dassault in Australia grew by 17 per cent in 2012, Ebel said the goal for 2013 has been set at about 40 per cent.

In terms of which solutions are expected to grow fast, Ebel highlights Exalead, Simulia, Solidworks, and Enovia.

“Depending on the product, we’re expecting growth in the double digits between 15 to 40 per cent,” he said.

Growing support

Dassault’s renewed partner drive started in January, when the vendor started discussions with two potential partners in New Zealand.

Ebel admits that Dassault has started discussions with a number of companies in Australia since then, but nothing has been signed yet.

As for what characteristics the vendor is looking for in a partner, Ebel said industry knowledge, size of more than 20 employees, in business for more than five years, and the capacity to sell and implement the solutions were a prerequisite.

“Reputation within the market is always a good thing to have, as well as an overall willingness to grow,” he said.

Dassault already hired new staff early in the year to support partners, particularly when it came to supporting the vendor’s Exalead product.

“Their role is also to support partners in the first six months of engagement in order for them to sell quickly and be profitable,” Ebel said.

Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.

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Tags enterprise applicationchannel partnerDassault Systèmes


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