Attenda sales incentives drive channel growth

Cloud services provider attributes new business wins to partner introduction scheme

Partnering up: Attenda gives sales force incentives for introducing partners to clients

Cloud service provider Attenda has credited an incentive scheme used to encourage its account managers to introduce partners into deals for driving its growth.

The UK-based firm specialises in the provision of business-critical applications in the cloud that are aimed at large enterprises.

Each one of its clients is looked after by an Attenda account manager, who is incentivised to involve partners in that relationship wherever possible.

Simon Hansford, vice president of service strategy and marketing at Attenda, explained: “If one of our customers told an account manager that they were looking to deploy SAP, they would put them in touch with a partner who could help.

“If a partner wins business on the back of that introduction, we would then pay our sales people an incentive."

Hansford said the initiative does not benefit Attenda's revenues directly, because the customer and partner are dealing with each other directly.

“It is more about demonstrating to our partners just how committed we are to helping their business grow,” he added.

He claims the firm's unorthodox approach is one of the reasons why 80 per cent of Attenda’s new business now comes through the channel.

He added: “I believe the amount of new business that comes through our partners will grow in the future. Quite frankly, I’m expecting significant growth of over 80 per cent.”