Siebel to test SME waters
Software vendor sets up partner programme to attract CRM VARs as it enters new sector
Software vendor Siebel is attempting to woo the channel with a new partner programme to help it break into the SME sector.
The vendor is hoping to bring in experienced CRM VARs to sell its Siebel OnDemand hosted application and the on-premise Siebel Professional Edition to firms with an annual turnover of under $500m.
Andrew Moore, vice-president for SME OnDemand at Siebel EMEA, said its programme is distinct from "Microsoft's model of pay some money and off you go", and instead claimed it is a structured programme that ties SME resellers together with Siebel's existing direct SME salesforce.
"The programme has been designed around simplicity and we've done it in a way that makes it easier for partners and customers to deal with us," he said.
"We are looking for quality, not quantity. We are looking for partners with a deep understanding of the SME market."
The vendor will still operate its direct sales routes, however, although Moore said the firm will give a percentage of the profit to the appropriate reseller to highlight its "100 per cent commitment to the channel".
Resellers will also receive the same sales and marketing training as the vendor's own sales staff, as well as marketing campaigns designed to develop business in the reseller's region.
Last month Siebel signed nine new European resellers to the programme, and Moore hopes to have 60 European resellers onboard by the end of 2005.
But Julian Dent, managing director of business strategy advisor VIA International, said Siebel has not thought carefully enough about the programme details.
"SMEs are tough customers with short paybacks and quick return on investment expectations, who want to see business impact and results, not solutions or software [such as Siebel]," he said.
"The key to success here is identifying customer needs and meeting these, rather than just trying to ensure the cover. It all looks very nebulous, like a toe in the water to me."