Information Builders Opens Up Portfolio With New Partner Programme

Channel Strategy

BI and analytics vendor launches higher margin Analytics Accelerator programme

Information Builders has launched a new global channel programme that allows partners to sell the full portfolio of WebFOCUS BI and analytics software for the first time.

Previously Information Builders’ reseller programmes only allowed partners to refer deals to the vendor’s direct sales team or resell the WebFOCUS Business User Edition. The programme means partners can refer or resell all WebFOCUS products, including WebFOCUS Business User Edition, WebFOCUS Application Edition and WebFOCUS Enterprise Edition.

“Partners are integral to our business model. Leveraging premier resellers is a mutually beneficial – and highly profitable – way for Information Builders to seed our products into numerous markets and industries that we don’t normally enter directly,” said Gerald Cohen, president and CEO, Information Builders.

Partner relationships

“Our partner relationships create competitive advantages for customers by helping them to rapidly deploy end-to-end BI and analytics solutions that enable data-driven decision-making throughout their entire organisation. Through this new, premier alliance programme, we are aligning with services and infrastructure providers who build and deliver enterprise solutions that establish the vital foundation for obtaining insights, which make the promise of business agility a reality.”

The new programme also offers Information Builders’ highest referral fees and margins of any of its programmes to date. The firm adds that when discounting is required, it will provide margin protection for an initial percentage, with shared responsibility for margin after that point.

Business programme

Additional benefits include business planning and co-marketing, including Marketing Development Funds (MDF), joint opportunity development with dedicated account management, tiered discount structure, deal protection, free sales and technical enablement and mentorship from Information Builders sales and services.

The new programme has already attracted more than 20 members worldwide, including LRS, Systech, and Meridian IT.

Commented Steve Bickford, president, Meridian IT: “This partnership is a strategic step forward accelerating our joint engagements and better serving our current and future clients. Information Builders’ powerful analytics and visualization platform, combined with Meridian’s technology solution and support services expertise deliver exceptional business value and greater return on investment to our clients.”

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