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20 Jan 2004
Business Objects has promised channel partners they will not be penalised following its acquisition of Crystal Decisions last July.
The business intelligence software company has outlined the combined product roadmap and said the deal offers significant scope for growth in value-added services for VARs on the back of a much broader product offering.
The channel last year generated UK revenues of about 45 per cent or £14m of the combined business.
John Olsen, chief operating officer at Business Objects, told CRN: "There is bound to be some fall-out but our goal is to ensure partners have the incentive to sell our products. We're not going to eliminate partners or cut our terms."
Cross-selling opportunities will be offered to all Business Objects and Crystal Decisions partners. The firm is kicking off 2004 with a partner launch, due to tour five UK cities in February.
Steve Broughton, UK managing director of Business Objects, said clarification on contractual terms for the channel would be outlined in March.
He added that dedicated channel sales and channel support teams would offer improved support to resellers. Partners will also be offered free access to certification programmes across the portfolio.
Graham James, director of the health and education division of Business Objects reseller CACI RISys, said: "It's good news for the channel. If you put the two firms' products together you can offer technology for power users and wide web deployment.
"It is a different sell and there is a training issue. Resellers have to get their heads around how they sell the complementary nature of the products, otherwise it could affect overall deal sizes.
"I'm not concerned about the support we'll get from the company, based on past experience."
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