Deltek eyes SME space with programme launch
Vendor bolsters partner strategy as it targets VARs that have an accounting system background
Enterprise management software vendor Deltek has unveiled its first structured partner programme in the UK as it aims to boost penetration of the SME market.
The US-based firm had previously worked with a small number of resellers on an ad-hoc basis, but it is looking to formalise ties with a wider network of VARs under the new programme.
Bill Doyle, vice-president alliances worldwide at Deltek, said: “Historically, Deltek has had limited indirect channel investment. We are now bolstering our partner strategy.”
The vendor, which offers ERP and enterprise project management software, wants resellers that serve project-focused firms so that they can then become self-sufficient after being given training and leads to chase up.
“My immediate focus is looking for VARs that have an accounting systems background that can service and support the installations they have done,” Doyle said.
The programme is divided into a premier and standard tier, depending on pre-set revenue and unit quota attainments.
Despite battling against market giants such as Microsoft and Sage, Doyle is convinced that Deltek’s catalogue of direct customer wins can make it a hit with the channel.
“We have 11,000 customers, which is attractive to VARs because they can walk in with referenceable accounts,” he said.
“Our competitors take a shark-tank approach, in which they throw leads out for lots of resellers to chase. Our approach is to have a finite group of resellers that focus on specific geography or verticals and we then feed them leads.”
Yuwan Essendi, managing director at Deltek VAR kpi-insight, said: “I see this as a very positive move with the increase in marketing and sales support, which includes lead generation. This will allow us to win more business for the coming year and increase our profitability.”