ENTERPRISE resource planning (ERP) software and services vendor SSA Global is introducing a new single channel programme that will smooth the way for it to appoint more resellers, especially in vertical markets.
Graeme Riley, New Zealand general ma-nager says the company is very interested in finding resellers with specialist expertise in industries covered by products it has acquired in the past, which fall outside its core ERP suites.
“We have a small headcount, but have a broad portfolio of products for which the opportunities outstrip our capability,” he says.
Riley adds the new Certified Channel Network SSA is adopting globally provides accreditation and certification processes, including training, sales and marketing support, which smooth the way for more resellers to take on the brand.
“It helps partners identify what we expect from them and what they can expect from us as all our partners will now work to a common set of standards and accreditation. This will ensure our customers experience the same quality of service that SSA Global provides directly,” he says.
SSA has now fully integrated a raft of products it has acquired in recent years and the new channel programme brings the partners it inherited in the process into the fold, says Riley.
To grow market share, the company now needs specialist resellers to sell these products in areas such as transportation management, product life cycle management, corporate performance management and warehousing.
Riley says the company is wrapping up talks with four new resellers, to add to the three it already has in New Zealand. SSA Global will continue to also deal directly, particularly with its ERP suites for which it has a base of around 100 customers.
“We want a blend of both direct and channel sales, but in specialist areas the majority of business will go through our partners.”