Hummingbird refocuses its Asia-Pacific channel strategy
- 30 September, 1998 13:20
In announcing the availability of its new business intelligence suite, Hummingbird Communications has brought new opportunities for resellers into focus.
According to Alp Hug, marketing manager, Hummingbird Business Intelligence group, who was in Australia recently to meet with new and prospective local resellers and customers, the company is expecting huge growth in the business intelligence market.
"The potential for the channel [with the B/I Suite] is much larger now than it was before with just GQL and Pablo. These were desktop applications only, and did not form an enterprise suite," he said.
With the products now available, Hummingbird is making channel initiatives into the Asia-Pacific and, notably, China, from its regional headquarters in Sydney.
Hani Iskander, the Australian-based managing director of Hummingbird Communications, Asia-Pacific, said that plans to further develop the reseller channel, both in Australia and the rest of the Asia-Pacific region, were progressing nicely. He added that the company was considering bringing an arrangement it has introduced for Hong Kong and China back into Australia. The arrangement is designed to provide additional support to the original reseller in an account.
Iskander claims one of the biggest problems in the software or tools channel occurs when, after a customer goes through a long and extensive process with one reseller to select the product, they sometimes seek competitive reseller pricing by a virtual auction.
"If a reseller tells us which customers they are dealing with, we will record those customers on our database, and extend a bigger margin to that reseller on the sale to its nominated customer," he said.
Under the Hummingbird plan, the original reseller will be given an incentive of an addit-ional 10 to 15 per cent margin for nominating and working with the prospect, and this will ensure they are in the best pricing position.