Vignette skills up partners for vertical focus
- 24 October, 2005 11:50
Content management software maker, Vignette, has brought on seven new channel partners to gain broader coverage in government, education and finance markets.
The vendor had recruited five channel partners in Australia and two in New Zealand to target tier one and tier two organisations with its products, alliances and business development director for Asia-Pacific, Rajeev Mitroo, said.
"The intent is to ensure that our new partners provide us with geographical coverage across our product portfolio which can help increase sales," he said.
The company is also looking to appoint two more partners by mid-next year to gain a strong hold over its target verticals of government, finance and education.
Since February, the company had been shifting away from 'ad-hoc' partners to focus on strengthening its channel, Mitroo said.
"In the past Vignette had a multitude of acquaintances rather than partners," he said. "Now we are able to work with focusing on the right number to cultivate opportunities."
The main focus was now on skilling up partners to grow their scope, Mitroo said.
It had been a challenge to ensure partners were product educated and enabled to sell Vignette's software, he said.
As a result, the company launched a partner authorisation program last month. Two certification courses were now available: a business track, for sales staff, and a technical track, which would focus on installation of the products. Those who undergo technical training must pass an assessment to install and troubleshoot its products.
Mitroo said all resellers would now need to complete a certain level of training in order to sell its products. This would depend on their business focus, he said.