Sage is attempting to build bridges with its channel by partnering with credit reference agency Experian and wooing VARs with more targeted lead generation and sales tools.
Sage has claimed its 2,500 resellers will benefit from access to Experian’s database of business-to-business Sage-specific marketing information that includes sales information such as potential customers.
Mike Kelly, general manager of indirect channel sales SME division at Sage, said the partnership was part of ongoing efforts to improve services to resellers. “A year ago our partner offering wasn’t as strong. This is part of a fresh new offering that will hopefully lead our partners into new sales opportunities,” he said.
However, Martin Hamill, managing director of Sage reseller Clarendon Accounting Solutions, was reserved about the move. “We have used a similar service before and the lists went out of date very quickly. Sage does need to improve its services to resellers and has done well on this so far, but the biggest problem is that we are constantly coming up against its own direct sales force,” he said.
Last year Sage announced plans to double the number of vertical specialists in its channel by pumping more money into reseller development. The move was aimed at a VAR-led assault on the vertical sectors to win customers saturated with general-purpose business software.
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