Lawson Software sees wisdom in channel play

Lawson Software sees wisdom in channel play

ERP vendor Lawson Software is in talks with potential New Zealand partners, an extension of a model that has proved successful in Asia.

On a recent visit to Auckland, Singapore-based Asia and Japan vice president David Hope says Lawson has worked through partners in Asia for 10 years, and he has run the business there for eight.

In New Zealand, it is in talks with a partner for a point solution in the mobility space, along with two services partners it hopes will give additional geographical coverage.

“Our experience in Asia is you can’t be everything to everyone — the market is so large. Channels allow focus in specific segments, and when the upturn comes a services partner can take a lot of that peak in demand.”

Lawson doesn’t want a “whole pool of partners” here, rather it aims for a small number of focused partners, Hope says.

Meanwhile, the vendor is amalgamating its Australia/New Zealand business with its Asian operations to create a unified Asia Pacific organisation.

The move comes after a US announcement last November that Lawson would shed five percent of its global workforce. However, Hope says the Asia Pacific region has had the least number of staff reductions, and the New Zealand permanent staff of 15, including country manager Asbjorn Aakjaer, is unaffected.

The Asia Pacific amalgamation only caused staff cuts where there was role duplication, says Hope.

However, trans-Tasman managing director Stephen Moore will leave the company, with Sydney-based Ian Desbrow becoming director of sales operations for Australia and New Zealand.

Lawson Software acquired Intentia International in 2005 and the latter had a well-established name locally.

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