Adding integrity

Workshare provides document integrity applications. The company recently introduced its Integrity Partner Program. This cornerstone programme of the company's global strategy will extend its lead in the $274 million opportunity for corporate document security applications. Systems integrators, valued added resellers, corporate resellers and other partners reportedly will benefit from Workshare's proven product line, strong financial rewards and a "channel-first" commitment in this fast growing content security segment. George Korchinsky (pictured left), executive vice president of market development, Workshare, tells us how the company will expand its channel.

Q: What is Workshare's route to market?

A: Workshares route to market will be mainly through the channel. Increasingly during this fiscal year we will engage with resellers of all kinds including corporate (large account) resellers, value added resellers, online resellers, referral and affiliate partners and systems integrators. At the end of our fiscal year we expect virtually all new license bookings to come from these channel partners. We have a number of legacy accounts that we deal with directly today. However, even here we are looking to engage with those resellers that provide solutions to these customers so that they can continue to service their document integrity needs and to provide them with consulting and installation support.

Q: Why do you think partners and customers choose to work with Workshare? And, if channel businesses are looking for a new document security/integrity partner why should they choose to work with you?

A: Three big reasons. First Workshare is not a start up as are many other firms looking to sign up new reseller partners. We have 750,000 licenses installed in over 5000 customers in 60 countries so we do have an established product line. Secondly, the beauty of a client (desktop/laptop) solution is that we literally can sell our solutions to the over 200 million professional users of Microsoft Office around the world. We are not limited, as many products are, to only being able to provide an enterprise level solution. Happily we have installed our products in over 50 per cent of the Fortune 1000 and 85 per cent of the ProServices 250 companies in addition to many other small organizations. Finally, we have adopted a channel first mentality in everything we do. We have also publicly indicated that it is a condition of employment for us to not divert potential partner business to our direct account.

Q: How do you support your channel?

A: Each Workshare region has dedicated sales personnel who support the channel. We provide our channel partners the same technical sales support that we have provided our sales persons and customers such as system engineers and customer service reps. Each region has allocated channel marketing personnel as well as a significant budget to help produce market pull for our channel partners.

Q: What benefits and incentives do you offer to your existing partners/new partners?

A: Besides a very competitive discount off list (15 to 30 per cent based on region and committed business volumes) we offer rebates of up to 5 per cent for meeting and exceeding sales targets. In addition we offer proposal based marketing development programs where Workshare and the partner share in the cost of promotions, trades shows and other push programs. Finally for our top tier partners we provide a leads referral and management system to help them maximize their effectiveness in getting new business.

Q: Do you want new partners now? And, what qualities/skills are you looking for in new partners?

A: YES! We are actively recruiting new partners. There are a number of partner characteristics that we would find useful since this would allow the partner to quick start their Workshare business. First, if a reseller works closely with Microsoft (as a Certified Partner, for example) in promoting SharePoint then they will experience a great amount of synergy with our product line. Next if a reseller frequently deals with companies in the Professional Services market (banking, legal, financial services, accounting) they will find that document security and compliance is becoming a hot topic with these organizations and our products provide easy to use, comprehensive solutions. Of course if a partner has technical support and marketing personnel these resources can be used to leverage Workshare resources for the benefit of both companies. Of course many corporate (large account) resellers can be very successful in offering Workshare products to their customer base even though they do not normally provide value added services. This is because they can recommend Workshare solutions which can be supported by Workshares service partners and our internal Customer Services departments.