Genesys measures up partners with centralised channel program

Genesys measures up partners with centralised channel program

Contact centre software provider plans to centralise all of its channel initiatives under the one overarching program

Contact centre software vendor, Genesys, is rolling its various channel programs and initiatives under one overarching structure to help better understand its partners.

Vice-president Australasia, Jason Stirling, said the new Gvalidated partner program was about finetuning and simplifying its channel model.

"We are looking to measure our partners' capabilities more effectively," he said. "We're putting a program in place which defines their activities, what they are doing and what we are doing and that can measure their success and challenges.

"If we can measure their success we can reward partners differently, work out when certain technologies should be invested in and even when things should be end-of-life."

The changes pull together Genesys' traditional reseller and service provider programs, such as InterActs and InterWorks, under the same umbrella. Stirling said some sub-set programs could be locally developed, while others would be global initiatives or partner relationships.

Its top-tier gold certification will also come under the new centralised program. Stirling said gold partners were judged on sales and marketing through to joint development, implementations and customer reference ability.

"We will take aspects of that gold program and scale these down to cover smaller VARs as well as build it out to measure SIs and ISVs," he said.

Genesys has also announced the Gvalidated Application Integration initiative, which is designed to streamline how ISVs get their applications tested and certified on the vendor's software platform.

Other planned initiatives include a directory to enable customers and other partners to access information about a partner's capabilities and applications more easily, as well as more resources around key vertical industries.

Stirling could not provide details about the types of measurements Genesys will use to classify partners, but said the result could see it recruit organisations in one area or consolidate its ranks.

Genesys breaks partners into three categories: value-added resellers, ISVs or application partners, and systems integrators such as Accenture and IBM. While about two-thirds of the vendor's global business is conducted by partners, all of its local sales are indirect, according to Stirling.

Genesys is a subsidiary of Alcatel-Lucent.

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