Surrounded by flowing rivers, botanic gardens and the Southern Alps, the city of Christchurch is the gateway to the South Island.
But for global cloud company Infor, Canterbury offers more than breathtaking landscapes, rather a direct route into the heart of the Kiwi channel market.
“Christchurch is a very important market for Infor,” says Jo-Anne Ruhl, Managing Director - Pacific, Infor.
Speaking to Reseller News after revealing a four-year sponsorship deal with Super Rugby heavyweights the Crusaders, Ruhl says the partnership reflects the company’s “ongoing commitment” to the Canterbury region, which acts as a solid base of revenue for the New York headquartered organisation.
“Christchurch and the wider Canterbury region continues to provide a lot of growth for the company, it’s a market filled with innovative fast-moving businesses, businesses that are willing to adopt new technology fast,” Ruhl adds.
“We don't see New Zealand as a suburb of Australia, it’s a market of great value for Infor and we have enough people on the ground, working with customers, to prove that.
“With offices in Auckland and Christchurch, we can actively engage with our customers and provide great accessibility for our partners which can only be good for business.”
Offering enterprising software solutions for customer relationship management, supply chain management and enterprise asset management, globally speaking, Infor currently works with 1,745 partners across 41 countries, with 73,000 customers currently on board, with plans in place for further expansion.
Closer to home Down Under however, Ruhl accepts that while the Australia and New Zealand markets may not compete with larger markets across the world, for Infor, it stands tall as a profitable division of business.
At present, the A/NZ channel market accounts for 15% of the company’s overall revenue in the region, with the Kiwi industry sitting slightly higher due to close relationships forged with Christchurch-based distribution company EMDA and Auckland-based business consultancy firm ComActivity.
“New Zealand remains higher because of the work we do with EMDA and ComActivity in particular,” Ruhl adds. “But what we’re looking to do is reach 30% of revenue coming directly from the channel as standard across the board.
“We’ve given ourselves two years to make it happen and we’re hoping to achieve this goal even quicker.”
According to Ruhl, Infor’s approach to partner recruitment is one based on quality not quantity, adopting a process based on value-add rather than the ability to shift stock as quickly as possible.