MRO Software, the leading provider of strategic asset management solutions has employed Foster MacCallum to aid in the recruitment of VARs in a pro-active pan European partner recruitment drive. Foster MacCallum has undertaken the responsibility of identifying channel partners who specialise successfully in the high-end enterprise market, with a pro-active emphasis being placed on recruiting VARs with the skill set to complement MRO Software's existing channel model.
According to MRO Software's VP EMEA, James Fair, "the company has traditionally adopted a reactive approach to recruiting channel partners, and we recognised the need to improve the performance of this critical revenue driver. Having analysed our existing model, we concluded that our primary issue was not managing existing channels, but instead, cultivating new partnering opportunities. We decided that in order to fully capitalise on any possible opportunities, we needed partners that were geared towards the lucrative enterprise market."
Foster MacCallum initiated the project by firstly profiling all aspects of MRO Software, from its existing product portfolio through to the company's work and partnering ethic. Secondly, Foster MacCallum used its expertise in the partnering field to profile a number of VARs who could provide a compelling partnering proposition. These prospective partners were not only put forward as potential partners because of their business case, but also their willingness to partner.
George Dziedzic, Co-Founder and Director, Foster MacCallum, believes that the key to their success lies in understanding what it takes on both sides of the equation to forge an effective vendor and channel relationship. He explains, "Two elements of the process that we find vitally important are that firstly, we approach a partner as an independent channel specialist and secondly, we hand over the relationship to the vendor at the right stage to ensure the relationship between vendor and partner can be allowed to develop."
Foster MacCallum's work with MRO Software is a perfect illustration of how the company can be relied upon for up-to-date expertise in what is proving to be a constantly evolving and increasingly challenging landscape for vendors and partners alike.
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