Partners and Family, It’s the Same Thing.
At Solver, our partner-centric culture is one of the biggest reasons behind our success. Our partners help us deliver superior BI solutions to the marketplace in a way that just wouldn’t be possible through direct sales. We see our partner channel as part of our own organization and treat them like our own employees. In fact, I see our partners as the reason we grew our customerbase in record numbers worldwide this year. While North America and EMEA have been core markets since we launched BI360 four years ago, we are now also firmly established in the Asia-Pacific region, less than two years after we entered the market there, and we have started our roll-out in Latin America.
We’ve learned through experience that if you want to take your product worldwide, there’s no better way than through strong partnerships. There are a few reasons for this. First, they can be local everywhere in the world. They are literally your “eyes and ears on the street.” This eliminates the need for offices in every country. Partners know the local cultures, they know local transactional systems that we integrate with and so on. So if you’re going to succeed with a channel strategy, you need to consider your partner channel part of your own family, because in a very real sense, they are.
Lastly, I would advise anyone looking to develop a successful partner strategy to invest in them like you would your own employees. Because essentially, they are! They require the same training and need the same access to resources as your own staff. When you achieve that, you’ll achieve nirvana with your partner channel. Admittedly, we’re still fine-tuning our strategy after just four years, but I would say that we are well above most other partner channel-driven organizations in our space. I also believe a good channel strategy is a little science and a little art. The scientific part can be adjusted, tweaked and tested, and the artistic part is about connecting with your people to achieve mutual success. I’m always asking: how can I better enable my partner channel? And I’m excited to see the results in 2014!
Watch this video to learn more about our partner program offerings and reasons for success!