As Alfresco’s vice president of global channel programs and sales, Bob Crissman leads worldwide partnering efforts for the company and credits improved focus on customer problems to be solved and the creation of a Partner Solutions Framework to the companies partner success in FY 2016. Focusing on the number of partners that a channel account manager is responsible for has allowed Alfresco to work more closely with selected partners and drive accelerated growth with those partners that want to invest in their business. The Partner Solutions Framework shares results and customer feedback from use cases to help partners better understand which solutions, built on top of Alfresco's platform, are most successful.
“We have a growing community of system integrators, software vendors, infrastructure providers and resellers who are building phenomenal solutions with Alfresco,” said Crissman. “Our new partner program will allow us to more richly reward those partners that are proactively driving their Alfresco business. We built this program to help our partners succeed and the addition of a new Partner Portal is the key to that success. Our goal by the end of 2016 is to have 70% of our business going through our channel partners.”
The new Alfresco Partner Program will help recruit and onboard global and super-regional solution providers, streamline the Alfresco OEM program and drive greater focus with the company’s key technology partners. Program components are focused around ensuring successful joint sales and marketing engagements, as well as training and support services to allow partners to build certified solutions based on Alfresco technology.
"We are very excited about the new Alfresco partner program which will allow greater collaboration and innovation around our client solutions. With the enhanced partner program, our expanding partnership, and our technical expertise we anticipate delivering more innovative solutions to a broader range of customers." - Adam Storch, VP Business Solutions, Micro Strategies.
The Alfresco Partner Program is organised into 3 partnership categories with benefits and elements defined by partner type, level and commitment to Alfresco: Strategic Certified, Premier Certified and Authorised. Partners will have access to the newly developed Partner Portal, deal registration and co-marketing funds, Alfresco provided training and business planning sessions with a dedicated channel account manager. The new Partner Portal includes the ability to sync with Salesforce, lead registration, sales tools, sales and marketing collateral, training information, upcoming events and Alfresco generated leads.
“We have a strong partner value proposition at Alfresco that resonates with next generation solution providers,” added Crissman. “We have the industry leading ECM and BPM open source technology platform that allows partners to build very robust applications that solve their customer’s business problems in a simple and modern way. The end result is that we are able to point to many great customer success stories that are the result of our partners’ efforts.”