To affect a stronger working relationship between highly-qualified solution providers and its own consulting division, Lotus Development SA has created a Lotus Consulting Partner classification - the top tier level within its business partner programme.
Once they achieve this rank, existing partners will have greater exposure to Lotus Consulting`s breadth of experience, expertise and global resources and also work closely together on large enterprise projects.
Speaking on motivations for the move - which, if successful, could see it flighted by Lotus worldwide - Steve Ayres, Lotus/IBM partner sales manager, says enhancing the `value proposition` to the customer was paramount.
"We are continually developing our messaging, groupware and I*Net solutions, Lotus Consulting is refining its business methodologies and business partners are bringing more and more skill on board.
"By introducing this high-level classification and bringing the relationship between all three closer, customers will benefit from the best of Lotus and the best of its partners."
To achieve the rank of Lotus Consulting Partner, a solution provider must have:
- Been a Premium Partner (previously Lotus` highest level) for two years or more;
- Successfully driven at least one enterprise deployment of Lotus Notes;
- At least three staff members who attended the Lotus Academy Belgium;
- At least 20 Certified Lotus Professionals and two Certified Lotus Instructors.
"We are seeing a maturing of the corporate market towards technological implementations - especially where service and support is concerned. The worldwide standard ratio [as defined by IDC] is that for every dollar spent on Lotus product, eight is spent on service and support by savvy corporates," says Ayres.
"In South Africa we have not yet achieved that ratio but it is increasing. And as the business partner channel provides this service and support, there is vast opportunity for revenue growth."
Lotus Consulting SA itself is a fully fledged subsidiary of the worldwide operation and as such has certain responsibilities to the corporate market, says Ayres.
"Even with this new initiative, those will remain. The Consulting Partners will augment Lotus` offering and in turn bring their skills to bear on the combined solution which can be delivered to the customer."
The company is yet to appoint the first Consulting Partner, although discussions are believed to be underway, the results of which Ayres says will be announced soon.
For more information on Lotus Consulting point a browser to www.lotus.com/home.nsf/tabs/consulting.
Fact file
Lotus Consulting, created in 1990 and opened six years later in South Africa, has established itself as an authority on business systems that integrate and extend large enterprises.
The division has developed the Lotus Solution Framework, a powerful tool for clearly communicating the business value of Lotus technology. The result of eight years` experience with the company`s largest and most progressive customers, the Framework represents a full landscape of collaborative business solutions, focusing on such key areas as:
- Knowledge Management
- Value Chain Innovation
- Process Innovation
- Electronic Community Development
To ensure repeatable, quantifiable results on large scale Notes projects, Lotus Consulting uses the Accelerated Value Method, which supports efforts to develop and document best practices and transfer skills to clients.
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