Business partners give IBS a local presence for global successRecent product developments have seen IBS produce a range of cross-industry, stand-alone applications. Here, IBS international sales director Oskar Ahlberg explains why such applications are ideally suited for partner sales.
Effective delivery of some of our newer products, such as the IBS Integrator and IBS User Interface, does not require the same level of knowledge and deep understanding as our complete ERP solution. To maximize the market potential for these products, we have launched a Business Partner Program. New business partners will form a complementary addition to our global sales presence, increasing deployment of IBS solutions into markets, industries and customer bases currently unavailable to us. In return, we will provide partners with the backing, support, R&D and products of a major international software vendor, helping them increase revenues from existing and potential customers.
More partners will assist IBS in achieving our objectives to gain more customers and increase sales. This will mean not only more funds but also more input for product R&D, driving functionality forward and delivering better solutions for all our customers.
Global support
We fully understand that the true benefits will only be achieved once the partner has gained the knowledge and experience required to resell our solutions. To help, we are appointing channel managers in many of our subsidiary offices and will be allocating training, sales and marketing support.
In the first year of the partner relationship we will provide extra assistance and expertise to help the partner sell, implement and support IBS products effectively. This is a global program, but clearly the potential is largest where we already have an established base but are in a market larger than we can satisfy ourselves, such as Britain, Germany and the United States. In addition, we are targeting territories where we have less of a presence but where there is very high potential, such as Asia and Eastern Europe. In these countries, many customers would rather be supported by local companies, in their local languages, and it makes sound business sense to deliver this support through authorized partners in their regions.
We believe a network of committed and capable business partners, delivering our first-class software solutions using their own experience and expertise, will be a key element of IBS’ future growth and success. Amcobex of the Czech Republic was the first appointed business partner, and by the end of 2006 we had six partners in as many countries. Our target is to have at least 30 partners in place by the end of 2007, delivering solutions to customers all over the world.
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