Informatica’s revamped strategy leads to new global partner program

Informatica’s revamped strategy leads to new global partner program

Aims to help companies accelerate move to the cloud

Data management solution company, Informatica, has launched a new global channel program, the Informatica Partner Program, in its revamped strategy to help companies accelerate their journey to the cloud.

The enhanced Informatica Partner Program now comprises of a two-tier structure designed to help value added resellers (VARs) and specialist partners create new sales opportunities on the Informatica Intelligent Data Plaform through enhanced communications and support.

Some of the key elements of the new partner program include: a two-tier channel structure; new programs and incentives for partners to increase their skill levels and help drive new customer growth in the mid-market; and the creation of channel-specific SKUs, bundles and price books for both on-premise and cloud solutions and a simplified process of working with these tools.

In addition, it includes new partner marketing programs and campaigns that allow channel partners to develop, manage and close pipeline opportunities.

Informatica partner eco-system senior vice president, Rodney Foreman, said that, for Informatica, the move means further extending the company’s go-to-market strategy and finding ways of getting closer to its customers, through a broader number of touch points.

“The move to the cloud is one of the most fundamental business model shifts of the twenty-first century. Our channel program is a crucial part of our vision for the future and will be central to our ability to grow the business and better meet the evolving needs of our customers,” he said.

As part of this strategy, the company also said it is focused on building a strategic network of value added distributor (VAD) and VAR channel partners to help companies power their businesses using data management solutions from Informatica

On an A/NZ level, the company has also launched its Asia Pacific Partner Concierge Program in the region. Informatica said the Partner Concierge Program was conceived within Asia-Pacific as a method of driving “rapid success” within the region.

The Partner Concierge Program Team conducts workshops that train partners on all facets of solutions, including deal structuring, communicating key value propositions, technical demonstrations and sales workshops.

Informatica Asia-Pacific and Japan senior vice-president, Murray Sargant, said it is equipping key partners, small and large, to become successful sales engines, rather than being technical fulfillment arms.

“We deliberately stepped away from building another portal; we instinctively look for human interaction to bring simplicity to complex problems. The best outcomes occur after critical conversations with partners.

“Partners will play an important role in facilitating scale and reach for the program. Through this program, we aim to drive 60 per cent of revenues for the region from the channel,” he said.

Recently appointed Informatica A/NZ South Australian partner, Pernix, sees “incredible opportunity to leverage this partnership” in helping South Australian government, utilities and enterprise clients solve data-driven challenges.

“This partnership allows us to take Informatica’s cloud data management solutions to a market which is looking for change and a fresh approach,” Pernix and Cullinan Group president, Wayne Cullinan, said.

He added that the company is already seeing dividends, with the Partner Concierge Program lending it “instant credibility” on a tender for autonomous vehicles.

“The program helped us understand Informatica’s offering around IoT and provided proof points with global use cases. Having access to this program to assist in crafting responses to opportunities in the market will be very useful,” he said.

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