Partner management in Progress

Development environment provider, Progress Software, is looking to strengthen the business prowess of its channel with a series of new management courses.

The workshops, run by management consultants, David Van Wei, would be offered to all levels of its three-tier channel, Progress VP APAC, Larry DiLoreto, said, starting with Elite partners.

The initiative was intended to provide partners with the tools to take a more holistic approach, DiLoreto said.

"They work in their business rather than on it," he said.

For a nominal fee, resellers would be given management consultancy advice, covering business planning, raising finance and human resources, he said.

Progress boasts a local ISV channel of 50 partners across industry sectors such as logistics, finance and manufacturing. The vendor has also introduced one-to-one account management relationships with Elite partners, he said, to foster greater productivity.

"We want to align more closely with partners applications through tighter channel integration," DiLoreto said.