Enterprise portal specialist, Plumtree, has announced it is overhauling its sales model in favour of a channel-only policy in Australia.
Asia-Pacific managing director, Dean Stockwell, said the change in focus would benefit its existing local partners with Plumtree sales and technical resources being applied indirectly through them from now on.
"What is really driving our change is that we feel we have an all or nothing approach to the channel - we can't say 'here have the software license' but we're going to keep the services," he said. "I think you've got to give everything so they can truly own the customer."
Plumtree will continue to provide a support capability from its single regional office in Sydney.
It is taking a flexible approach to new partner recruitment and does not envisage formal certification since its staff will work closely with new partners.
"We expect to pay our channel partners a commission on sales," Stockwell said. "That margin is dependent on what they are prepared to do in the sales cycle - from flicking us a lead to managing a whole process.
"But more importantly to them is the ability to earn services revenue."
Plumtree boasts of 15 regional as well as global customers including Boeing, Fosters and Rio Tinto. All with Australian subsidiaries were told a few days ago about the move to a channel model, locally, Stockwell said.
The company has also appointed principal consultant, Adam Walters, to a new role as partner channel enabler to oversee the transition.
In addition to national partner, Volante, and regional partners Portal Insight, Collaborative Technologies and Pretzel Logic in Perth, Plumtree plans to recruit six new partners in the next six months, with government and manufacturing as focus areas.