Adobe seeks high-end partners for enterprise push

Adobe seeks high-end partners for enterprise push

Adobe is courting local partners as part of its expansion into the enterprise arena, which the company claims is its fastest growing revenue stream. But while the software vendor was investing more than 50 per cent of its operating expense on moving into enterprise, the company said it was still dedicated to its desktop products.

Adobe’s vice-president of worldwide solution channel sales, Todd Rowe, spoke to ARN while he was in Australia talking up its enterprise offerings to channel partners.

The vendor had already formed partnerships with global players including IBM, Documentum and SAP, and was now seeking to extend those partnerships throughout Asia-Pacific, Adobe’s vice-president of worldwide solution channel sales, Todd Lowe said.

The dominance of its Acrobat PDF document format had laid the ground for Adobe’s push into document collaboration, document creation and business process management, he said.

“Really it’s about what we’re doing around the server software — how do we take the PDF technology out through the server,” Lowe said. “This now represents $300 million of Adobe’s $1.2 billion turnover — that’s 25 per cent.”

With partners including Indigo Pacific having sold its server-based products for the past 12 months, Adobe already had a presence in the Australian enterprise market, he said.

Australian Adobe partners had been concentrating on banking, finance, legal and federal government customers, Rowe said.

Adobe also opened a Canberra office at the end of last year, to spearhead its push into federal government.

While distributors for Adobe’s desktop software were not handling its server-based products technology, he said that partners focused on the desktop offerings still had a role to play in maintaining its software’s dominance and pushing customers to its server technology.

“It’s going to complement the work they’re doing,” Rowe said.

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