Adobe strengthens partner relationships

Adobe has introduced a revision to its two tiered channel partner program that will reward and recognise the continued investment from partners in Adobe, Adobe’s solutions and joint customers.“The program has been revised based on partner feedback as to what they require to continue to grow their Adobe business,” said Craig McGregor, ANZ Channel Sales Manager for Adobe.  “Adobe is a channel centric company, and as such, recognises the need to become more structured in our partner relationships.”In ANZ, 98% of Adobe’s business is through the channel, with the remaining 2% sold through Adobe’s online store, a by-product of the global organisation.  McGregor hopes that the revision will show those partners who invest in Adobe that Adobe will continue to invest in them.  “We strongly believe that there will be real incremental revenue opportunities for us and our partners by firstly incenting and rewarding partners to chase this opportunity,” he continued.Once accredited, program members will receive a wide variety of benefits including, but not limited to, access to regular rebate and MDF funds, formalised online training content, increased rebate offerings through a formal deal registration process, the provision of Adobe software for internal use, and preferential treatment with Adobe’s lead generation programs and web presence.As part of the revised partner program, McGregor and team plan to bring back the “Adobes”, a once popular award event that takes its name from the Logies.  Additionally, Adobe is working with its NZ distributors (Express Data, Ingram Micro and Scholastic) to increase the company’s breadth in New Zealand.  “We have a lot of major partners here [NZ] and have been trying to service them out of Australia.  We want to invest in New Zealand much more significantly to provide more value,” explained McGregor.