Paul Savage, Director of Channel Sales for document process automation solutions vendor FormScape discusses the companys channel strategy.
Q: What is the FormScape route to market?
A: FormScape operates through a network of authorised Solution Partners, its own direct sales force, a number of OEM partners, and through referral relationships with systems integrators.
The FormScape Solution Partner Program operates in 60 countries spanning five continents.
Q: Why do you think partners and customers choose to work with you?
A: FormScape delivers software solutions that enable customers to integrate essential business processes through inbound information capture, storage and generation of intelligent document output across multiple formats. Our solutions enable customers to streamline critical transactional documents and information processes within existing enterprise systems. These customers realise substantial cost savings and improved business communications while leveraging their prior investments in business applications infrastructure.
FormScapes partners capitalise on FormScapes strong brand and experience within both the Enterprise and SMB ERP markets, offering their clients comprehensive functionality, strong alliances, a fast delivery time and incomparable ROI.
Q: How do you support your channel?
A: Ongoing product and sales training. FormScape will assist with initial engagements to mentor and assist partners in the development of project skills and implementation best practices.
Sales and Marketing Benefits
- Marketing materials - collateral, white papers, promotional items
- Sales tools - presentations, case studies, ROI calculators, competitive information
- Co-operative marketing funds and the opportunity to develop joint marketing initiatives.
- Access to FormScape resources such as keynote speakers, market information, pop-up stands and presentation rooms
Q: What benefits and incentives do you offer to your existing partners/new partners?
A: FormScape Solutions Partners benefit from margin on sales of software, services and maintenance. Additionally, Solutions Partners typically derive fives times software revenue on related services over a five-year period.
Solution Partners benefit from
- Partner segregation & defined service levels
- Joint business planning to meet clearly defined partner targets
- Access to development toolkits allowing integration and creation of tailored solutions for specific vertical markets
New partners also benefit from on-boarding initiatives designed to get them up to speed quickly, and launch activities to generate immediate coverage and revenue.
Q: Do you want new partners now? What qualities/skills are you looking for in new partners?
A: FormScape is actively looking for additional partners to join is partner network. We look to build long term relationships with partners that have either ERP expertise with established practice or vertical/segment expertise. In addition we look for a defined and established regional or market presence.
Our seamless integration with SAP, Oracle and MBS and client base in excess of 8000 companies combined with our key expertise in document processes makes FormScape the single source for document imaging, enterprise report management, and multi-channel communication which uniquely transform data and integrate information across print, electronic and multiple data systems.