Vendor aims to recruit 40 more channel partners

Software vendor Intentia has launched its first official channel programme, Jump Start, to expand its indirect strategy.

Mike Nutter, vice-president of Intentia’s partner channel EMEA, said: “When we started the business in 1988 we were purely direct. In 2003 we changed our sales model to include indirect.

“Across EMEA last year, two per cent of software licenses came from our channel partners. This year we want to grow that to 10 per cent and up to 30 per cent by 2008. We have set ourselves quite aggressive growth targets,” he added.

Last year, Intentia recruited 23 new partners to its channel network. It aims to add another 40 across EMEA during 2006.

“At the end of the first quarter [2005] we’d recruited nine partners, so we’re on track,” Nutter said. “We work directly with resellers – we don’t have distributors. We’re particularly looking for VARs that have knowledge and experience in verticals such as food and beverage, fashion, wholesale distribution and asset maintenance. These are the markets in which we feel we can achieve the most success.”

Under the Jump Start programme, resellers will receive pre- and post-sales support, the use of Intentia marketing kits, a joint marketing programme, dedicated sales support, and sales leads for qualified partners.

“We will now work even closer with our channel partners under the Jump Start programme. We will support them fully,” Nutter said.

Christian Cronberg, business area manager at Intentia partner Sigma, said: “Intentia’s decision to focus on working with channel partners is one that all of its clients will benefit from.

“We signed up with Intentia in early January. We are now eagerly working together with both Intentia and our customers to formalise and continuously develop the partnership,” he added.