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Training, certification key for local channel: Infor

Training, certification key for local channel: Infor

Enterprise software vendor focuses on skilling up partners to better represent its product portfolio

Training and certification programs now play an important part in Infor’s local partner ecosystem.

With all of the different acquisitions Infor has made over the years, Pacific channel director, Jonty Segal, said this has led the enterprise software vendor to redevelop its solutions.

“We’re always looking to innovate and move towards what the market is looking for in ERP solutions,” he said.

In order to better support its partners, Segal said the company had to build out a comprehensive training program.

“It walks partners through how to position the solution and create innovative pitches through to pre-sales, structuring demonstrations, and competitive positioning,” he said.

Segal adds there is also technical training based on the functional aspect of the technology, all the way through to architecting, implemention and best practices.

Grassroots movement

For the remainder of FY14 and going into FY15, Segal said the local focus will be on strengthening and supporting Infor’s local partners.

In addition to Segal’s appointment to the channel role, Anna Gong took up the APAC vice president of channels position at Infor.

Read more: MyNetFone channel partner programme revamped

“Now that we have channel managers, we are spending a lot more time with our partners building out business plans, looking at who they compete against, and supporting them in the field from a sales perspective,” Segal said.

Segal said this “grassroots work” with partners is necessary in building a stronger channel eco-system.

“We are starting to see results of that approach now, which is really encouraging,” he said.

Infor is currently looking to recruit additional partners, particularly larger consulting firms and resellers servicing specialised industries.

Read more: Centrify makes big strides

Patrick Budmar covers consumer and enterprise technology breaking news for IDG Communications. Follow Patrick on Twitter at @patrick_budmar.

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