Adobe invests in more channel resources
- 15 July, 2010 14:09
Adobe is investing more resources into its channel strategy through hiring more staff and new channel initiatives.
It has ramped up its channel team, hiring Phil Rice, as its channel business development manager, and James Eagleton, as its enterprise systems integration partner manager.
Rice will be responsible for rolling out the new Enhanced Upgrade Plan (EUP) program for partners.
Both will be based in Sydney. Rice previously spent seven years as the Cognos/IBM national partner manager.
Eagleton’s responsibilities include developing multi-tier relationships with system integrators, specifically focusing on the Adobe LiveCycle and other technologies and services.
He was previously at Sun Microsystems as a sales executive focusing on the NSW public sector.
“In the last few months, we’ve hired people to help focus on different areas of the channel,” Adobe A/NZ channel manager, Craig McGregor, said.
Both of the new appointments will report to McGregor.
The EUP program is only for commercial and government customers. It provides them with the ability to access Adobe support, 24/7 technical resources, and they can receive up to five vouchers entitling them to 500 hours of online training.
Customers also get access to Adobe Creative Suite and Acrobat software upgrades.
For the channel, it helps to build long-term relationships with customers and provides the opportunity to increase the size of deals, generate additional revenue and commissions.
McGregor said the vendor was looking to also announce a global channel program in the next six months that will incorporate about 90 per cent of the local features.
“The A/NZ program is the first one within Adobe, so it gives a good internal position,” he said.
It has also launched a Channel Interactive Guide to enable straightforward information sharing. The tool provides the latest Adobe product information, promotions, prices and SKU numbers.
The vendor will also beholding its next reseller council event on July 22.
The first was held in November 2009.
“It's good to get feedback on how we can improve our program and raise product awareness,” McGregor said.
“We do workshops on different elements of the program the rebate structure, MDF, deal registration process, internal software process, what changes do they want to see and what are the key things that they would like to see Adobe do with them.”
“We'll be looking at how we enhance the program and what changes we need to make. Every year we tweak a few things, in our channel program.”
An area McGregor will focus on is engaging more effectively with smaller resellers.
“We have up to 3000 resellers per year, so how do we communicate more effectively with those that just buy one piece of software, how do we make them understand the Adobe value proposition and why they should care?” he said.
“That's the next big thing for us. We’ve done a lot of work in our channel database in making sure that’s current and effective.”