Informatica, the data analytics specialist, is looking to drive more business through channels with a new programme and a push through distribution.
Rodney Foreman, senior vice president partner ecosystem, plans to build a strategic network of value added reseller and independent software vendor channel partners to take it into smaller mid-market companies.
The new INFORM Partner Programme's two-tier structure will help specialist partners maximise their margins.
"Partners who have wanted to sell Informatica have not had a competitive programme to work through. We are investing in resources and commitment in Europe," he said.
The idea to is to drive through solutions in verticals, and early feedback is that it is a good fit and an emphasis on enablers is working.
New online training which is free to partners is now available. Templates for business model solutions are also available, but these are not prescriptive and offer a flexible way of working.
Distribution through Tech Data, Avnet, Bytes and Agile also has a part to play. "They help us to profile the partners, identifying the right partners to use in a given vertical market, and rapidly ramping up capacity," said Foreman. "Focus on the right partners will help us in the market, building the business and taking share from the competition."
After 20 years of controlled expansion in Europe he says there has been a jump in growth - it now has 150-plus partners and is looking for triple digit growth.
olving process."