Menu
Salesforce.com holds onto two-partner choice

Salesforce.com holds onto two-partner choice

Although the company believes everyone wants to be a Salesforce.com partner, it does not plan to add any more partners locally just yet.

The software-as-a-service-based CRM provider has recently added Simpl as a partner in New Zealand, but Singapore-based regional director of alliances, Guy Cross, says the company is content with its partner base here for now.

“Everybody wants to be our partner right now. We are going to expand but in a very reasonable way. We are not trying to sign up every partner – we are trying to sign up a select few and as the business grows we can look at how to extend that.”

Because of the company’s software-as-a-service (SaaS) approach, taking on Salesforce.com requires a different sales and services model than traditional software applications, says Cross.

“To jump into that [SaaS] arena you have to retool yourself – you need to be more business savvy and need to create a model where you can deliver rapid value. It takes investment to change your business.”

However, the channel is vital in Salesforce.com’s plans, especially in this part of the world, says Cross.

“The channel definitely plays a very critical role from a service delivery standpoint and they are going to play more of a critical role in the sales and marketing of our solutions as well.”

Salesforce.com’s approach to building a channel is “cutting edge” in the world of SaaS providers, says Cross.

By limiting partner numbers, Salesforce.com can ensure each gains a return from its investment in the company. As well, the company wants to avoid burning its channel, which Cross claims some vendors have done by pushing their partners into technologies that are not always a success.

“The vendors have deep enough pockets to absorb a technology failure, but the channel does not. We have the chance to really do things right with this new model. We want to make sure we build up a trusted partner community and successful ecosystem.”


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Tags Salesforce.com

Featured

Slideshows

EDGE 2018: Kiwis kick back with Super Rugby before NZ session

EDGE 2018: Kiwis kick back with Super Rugby before NZ session

New Zealanders kick-started EDGE 2018 with a bout of Super Rugby before a dedicated New Zealand session, in front of more than 50 partners, vendors and distributors on Hamilton Island.​

EDGE 2018: Kiwis kick back with Super Rugby before NZ session
EDGE 2018: Kiwis assess key customer priorities through NZ research

EDGE 2018: Kiwis assess key customer priorities through NZ research

EDGE 2018 kicked off with a dedicated New Zealand track, highlighting the key customer priorities across the local market, in association with Dell EMC. Delivered through EDGE Research - leveraging Kiwi data through Tech Research Asia - more than 50 partners, vendors and distributors combined during an interactive session to assess the changing spending patterns of the end-user and the subsequent impact to the channel.

EDGE 2018: Kiwis assess key customer priorities through NZ research
Show Comments