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20 Apr 2009
Business intelligence software vendor QlikTech plans to ramp up channel
sales.
Currently possessing a 60 per cent direct and 40 per cent indirect model, the
vendor aims to reverse that ratio.
QlikTech claims it has added more than 3,800 new customers in 2008, with about 10 of every 13 coming through partners.
John Campbell, UK alliance director at QlikTech, said: “This year we aim to change our model to at least 50/50, which will eventually settle at about 60 per cent indirect and 40 per cent direct. We have launched a Salesforce.com [portal] to improve the flow of information.”
Further reading
The portal will initially offer QlikTech Qonnect Elite and Reseller partners free licences before extending it to its System Integrator and OEM partners.
Campell said that keeping track of the vendor’s expanding partner base is like trying to ‘keep hold of a slippery bar of soap’. “We have about 500 partners worldwide, with 60 in the UK 12 of which were recruited in the last quarter,” he said.
Jon Collins, chief executive of market watcher Freeform Dynamics, said: “Businesses are looking for a better way to handle fragmented information. The channel can help by showing customers how to manage several pools of information.”
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