After their recent anno-uncement to merge, Danish mid-market ERP vendors Navision and Damgaard have quelled channel uncertainty, unveiling their restructure plans last week.
Navision and Damgaard resellers were left in the dark when Navision took a 72 per cent stake in Damgaard, which in turn took a 28 per cent stake in Navision, ending a proud rivalry. Since then the company, now dubbed NavisionDamgaard, has been working overtime to marry its internal infrastructures and go-to-market strategies.
The restructure sees former Navision Asia Pacific managing director Garth Laird become the amalgamated company's Asia Pacific vice president. In doing so, Laird joins four other regional vice presidents as part of Navision-Damgaard's senior management - a position he relishes as it affords the company regional discretion on a host of management policies.
Meanwhile, former Damgaard Asia vice president Paul Betts will take on the role as director of special projects. While Betts did not go into the details of his new appointment, he is confident there are "still a lot of opportunities" for the company, especially through leveraging combined marketing dollars.
According to Laird, fundamental to the new strategy is the ability to regionalise NavisionDamgaard's operations in the Asia-Pacific, including centralised financing and regional support, marketing and sales opportunities.
NavisionDamgaard's management will operate across both product lines to effectively create one channel, claimed Laird. Furthermore, resellers will have to produce a business plan and commit to sales/technical training if they intend to begin selling the Axapta range from Damgaard or Navision's Solutions suite, if they do not do so already.
While the company is confident the transition will be smooth for its channel partners, Laird confirmed there would be initial teething problems.
"We will have scuffles," said Laird, "But it's not going to be as difficult as a lot of mergers because of how close our companies' channel strategies are. When we lay them over each other, there is very little that doesn't match up."
The first scuffles, admits Laird, will be current tender bids where both Navision and Damgaard have been short-listed by the customer. There are about 20 of these cases in existence, and Laird claims both the Navision partner and the Damgaard partner will be involved in any resolution.
"We're going to weigh up each case and decide which solution is the best for that particular customer. In some cases it may be the Navision partner who gets the go ahead, while in others it could be the Damgaard partner," said Laird.
In order to overcome these initial conflicts, NavisionDamgaard is expecting to hold a partner conference in January next year.
Photograph: NavisionDamgaard Asia Pacific's VP Garth Laird.