|
|
|
19 Jan 2007
Business performance management (BPM) vendor Cartesis has thrown down the gauntlet to more established rivals by offering resellers discounts of up to 60 per cent as part of its first partner programme.
Crispin Read, chief marketing officer at the France-based firm, admitted the move was “deliberately provocative”, and said he would be happy to talk to partners of rival vendors Hyperion or Business Objects.
“We have decided to sign resellers because, although we are growing quickly outside France, the size of the market opportunity means we need more feet on the ground,” he said.
The new programme offers 55 per cent off list-prices and five per cent in a co-marketing fund.
“VARs that partner with a software vendor typically get a discount of 25 to 30 per cent,” Read said.
Despite contracts with a growing list of UK firms – including IBM and Avesco – privately-held Cartesis draws less than a fifth of its $120m annual sales from the UK market.
“We are still a relatively small player in a large market,” Read said. “For example, Hyperion has more than $700m worldwide. But we grew by 44 per cent in 2005, and by working through partners we could grow even more quickly.”
Top of Cartesis’s hit-list are VARs that deal with chief financial officers and financial executives, with experience in the BPM or adjacent sectors, such as business intelligence. The vendor hopes to have 12 resellers on board within six months.
Gareth Horton, product manager at business intelligence vendor Datawatch, warned that resellers already selling established BPM brands would be reluctant to jump ship.
“If resellers work with Business Objects or Hyperion and are highly skilled in these technologies, then re-skilling will be expensive for them,” he said. “These VARs will be reluctant to leave their comfort zone.”
Related articles
In this video find out about the fast-growing Chinese vendor's plans for market domination and how the channel is its route of choice
Find out what gifts Acer has in store for partners for 2012 in this exclusive roundup of its recent conference
CRN's premier networking event is back on 17 May at the Ricoh Arena
Date: Thu 17 May 2012
Channel fighters preparing to square up once more on 24 May
Date: Thu 24 May 2012
The proliferation of endpoint devices within the enterprise has highlighted the shortcomings of one of the traditional approaches to data security
This Forrester report compares the costs and benefits of legacy email and productivity software with Google Apps
Dave discovers that rozzers are seemingly living in the technology dark ages
Mark Needham, founder of distributor Widget, argues that John Browett leaves for Apple with Dixons in better shape than when he arrived
|
|
|
Do you agree?
Have your say