Enterprise content management vendor Open Text is ramping up its indirect business and has promised to be more explicit about which accounts it serves directly.
Neil Kinson, channel relationship manager at Open Text, admitted partners generate as little as 25 per cent of its revenues in some quarters, but that he would like to raise that to between 40 and 45 per cent.
“We are segmenting territory in the UK in terms of direct and indirect accounts,” he said. “We have to be clear when engaging with our partners and asking them to make investments.”
He added that increasing Open Text’s indirect sales will give the firm access to areas that it could not reach directly. “These partners could be horizontal specialising in niche applications, or experts in verticals such as oil and gas,” he explained.
The vendor will be looking to recruit partners predominantly for its SAP and Microsoft portfolio.
Clive Longbottom, IT service director at market watcher Quocirca, said: “Open Text is doing something positive about the downturn, but instead of employing more sales staff it is offloading it onto the channel. It should open up by moving to collaboration and communication with technologies such as Web 2.0 that would liven up a fairly dull market.”
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