Progress Software South Africa has launched a partner-focused programme that is set to raise the profiles and boost the sales revenues of its independent software vendors (ISVs) by enabling them to compete for business in new markets.
Aimed at business development, the programme follows on successful initiatives put in place by US-based parent company Progress Software Corporation, which saw participating ISVs increase sales on average by approximately 23%.
Chris Vasko, senior manager of ISV development for the Progress Company, a business unit of Progress Software Corporation, says the organisation recently began to focus more on the business relationships with its partners.
"Progress has been at the forefront of technology for its entire 20-year existence, but we realised that it was time to share more than just our technology expertise with our partners," says Vasko. "Progress has a wealth of marketing skills and expertise, and from a business growth point of view our partners` success is also our success, so it makes sense to leverage those skills and make them available to Progress partners. We`ve seen how our overseas partners have benefited from the business development programme, and we are optimistic that South African ISVs will be equally keen to engage with us."
The business development programme enables Progress`s country managers, account managers and corporate marketing teams to engage in executive-level dialogue with Progress ISVs regarding their vision, target markets and long-term business plans.
"We want to look beyond short- to medium-term business objectives, and focus on our partners` strategic thinking in terms of what they want to do with their technology, and how they are investing in the growth of their business. It`s about tactical and strategic thinking, and positioning Progress Software as a business partner rather than a technology supplier," Vasko adds.
Progress has allocated a significant portion of its marketing budget to this experiment in recognition of the fact that 75% of its business comes through its channel partners.
Vasko says the programme differs significantly from that of other reseller programmes.
"It`s much more customised and relationship-based. It allows for a great degree of freedom and flexibility, and begins with dialogue about our ISVs` markets, and a comprehensive needs assessment plan. This is far removed from traditional reseller programmes where software giants push their technology onto the channel. We believe the programme will grow in an organic and bi-directional manner," he says.
The programme promotes optimal top- and bottom-line partner growth, with Progress positioned as a steward of resources and best investors, and with the company`s integration and application development platform allowing partners to use a wide range of technologies and databases as required by their markets. Rick Parry, MD of Progress Software SA, says the programme will enable Progress and its ISVs to offer a complete integration suite, with Progress as the back-end integration platform.
"Our customers will have a clearer picture of what our partners can offer, and the market will have access to the most flexible and truly open platform. By offering our ISVs more than just technology and financial resources, we will encourage collaboration between partners with complementary technology, and assist our channel to move into new markets.
"We expect a certain level of scepticism and reticence initially," says Parry, "but we believe that communication and participation will pave the way for cooperation. Not all ISVs will be keen to move out of their niche focus areas, but for those that are seeking to expand their business reach, we will be there to help them grow, and raise their level of mindshare for Progress."
Participating partners will share investment in the programme with Progress, based on their resources and the type of programme they engage in. "Retaining partners is Progress`s unique value proposition," says Parry. "We have 36 partners in SA. Growing their business is essential to extending Progress`s reach and building the Progress community. With our technology at the back-end, our ISVs will have the ability to compete for bigger and better deals, and to make headway - as has happened overseas - in the agricultural, healthcare and insurance markets."
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