Design software vendor, Autodesk, has signed on with Ingram Micro as a new distributor across A/NZ.
Ingram is a global Autodesk distribution partner.
“The decision to bring them on board was based on local dynamics,” visiting Autodesk vice-president worldwide channel sales, Bill Griffin, said. “They had to demonstrate specific skills, local market knowledge and an ability to work with our partners for us to bring them on board.”
It joins Express Data in the distribution stable.
Ingram Micro Australia marketing director, Grant Cleary, said it was selected to help broaden Autodesk’s SMB market reach.
“Ingram Micro has a big SMB reach into more than 6000 resellers,” Cleary said. “As a HP and Lenovo workstation distributor, it makes sense for us to have access to AutoCAD and LT.”
Autodesk A/NZ channel manager, Clare Wharrier, said one aspect it was looking for from both distributors was their reach into the reseller market and their interest in expanding the vendor’s ecosystem and working with new partners.
The vendor has also introduced a new Platinum tier to its partner program, adding to its Bronze, Silver and Gold levels.
“That is really geared towards our partners who work very closely with Autodesk and are very proficient in our products and technologies,” Wharrier, said.
“It recognises the investment those partners have made and in return, we’re investing strongly into them as well.”
Platinum partner benefits include lead generation, support with marketing and investment into from the various compensation models that are in place.
Autodesk Asia-Pacific senior vice-president, Patrick Williams, said it was also going to introduce suites, which is taking some of its top products and surrounding them with complementary solutions for partners to sell.
“We want partners to focus on a solutions approach – putting different products together, and combining consulting and services, and training,” Williams said. “Based on their investment and the products they sell, that’s what will differentiate them from other partners.”
Griffin explained it was important for partners to specialise in vertical industries such as manufacturing and architecture.
“We represent nearly 200 products and many of them are very specific to customer industries and we’re making a large investment in specific certifications as well as specific curriculum for the partners to be up to speed not only on our products, but the customer industry and work flow, so they can be consulting and selling solutions.”
