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

Channel gathers to celebrate the Reseller News Innovation Awards 2020 winners

Channel gathers to celebrate the Reseller News Innovation Awards 2020 winners

More than 500 channel leaders gathered in Auckland on 21 October at the ​Reseller News Innovation Awards ​2020 to celebrate the achievements of the New Zealand technology industry's top partners, start-ups, vendors, distributors and individuals.

Channel gathers to celebrate the Reseller News Innovation Awards 2020 winners
Meet the winners of the 2020 Reseller News Innovation Awards

Meet the winners of the 2020 Reseller News Innovation Awards

Reseller News honoured the standout players of the New Zealand channel in front of more than 500 technology leaders in Auckland on 21 October, recognising the achievements of top partners, start-ups, vendors, distributors and individuals.

Meet the winners of the 2020 Reseller News Innovation Awards
Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

This year’s Reseller News 30 Under 30 Tech Awards were held as an integral part of the first entirely virtual Emerging Leaders​ forum, an annual event dedicated to identifying, educating and showcasing the New Zealand technology market’s rising stars. The 30 Under 30 Tech Awards 2020 recognised the outstanding achievements and business excellence of 30 talented individuals​, across both young leaders and those just starting out. In this slideshow, Reseller News honours this year's winners and captures their thoughts about how their ideas of leadership have changed over time.​

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners
Show Comments