Information Builders is looking to expand beyond the enterprise by engaging more closely with their partners, rather than with the transactional model they used before, and have designed their first partner program to achieve this.
Lisa Pope, Epicor’s new VP of Sales for the Americas, wants to recruit some top partners away from their competition, but also knows that for that to happen, more things need to change in how Epicor manages its channel.
Walter Denk, who has a distribution background and has been working for Avaya in Germany, is the company’s new global channel chief. Even more importantly, he says that the job has been redefined and that the channel will benefit.
Fine also acknowledged some VMware partner concern over the company’s new relationship with Dell, which does much more of its business direct than VMware has historically, and indicated her commitment to standing behind the partner community.