Since 1990 Business Objects has been a world leader in business intelligence solutions. As a world leader Business Objects had revenues in 2006 of over USD$1.25 billion, and currently has more than 5,400 employees worldwide.
A strong acquisition strategy returned record growth, propelling Business Objects into position as the largest pure play, business intelligence vendor in the world. Rajeev Mitroo, Sales Director, ANZ Channels and Alliances, said the goal is for Asia Pacific and Japan to represent 15% of Business Objects worldwide revenue before the end of 2009.
During the last three years, Business Objects has focused on acquiring complementary companies, some less traditional than others. These acquisitions have expanded their capability from ad hoc query, analysis and reporting to now include offerings such as ETL and meta data management solutions, and more recently solutions targeted toward the office of the CFO such as planning, profit analysis and financial consolidation.
In New Zealand, Business Objects executes a partner-led sales model, with its Crystal products being sold through its distribution partners – Ingram Micro and Black Diamond Technologies. Everything else is sold through Business Objects Solution Provider Partners in New Zealand.
“In terms of the ANZ region,” said Mitroo, “40% of our license revenue comes from our partnerships.” Business Objects Crystal product sets, inherited from Crystal Decisions, are sold through distribution. Everything else is effectively sold through Business Objects solution providers.
The key to partnering with Business Objects is that it allows partners to provide a range of affordable business solutions that their customers need today. According to Gartner research, business intelligence is the number one business concern, outstripping security.
Solution Providers are offered sales and pre-sales support through a partner program with Business Objects that helps to define, cultivate and close licensing opportunities.
“We believe 100% in selling with partners,” stated Mitroo. “In terms of lead and opportunity management, we work with our partners from both a funding and support standpoint.”
Mitroo believes that solutions providers are a logical extension of the Business Objects sales force, and is interested in hearing from other solution organisations in New Zealand who are interested in partnering with Business Objects.
Crystal Resellers can obtain product information on the Crystal range of products in New Zealand through Ingram Micro or Black Diamond Technologies. The Crystal range of products includes Crystal Reports, which has become the de-facto business reporting standard worldwide. “We want to build on the success of Crystal Reports by educating, communicating and motivating the reseller community of the benefits their customers can gain from the other products in the Crystal range, such as Crystal Xcelsius, which provides a brilliant interactive presentation layer to any Excel content,” said Mitroo.
All Crystal Reseller partners have access to the online New Zealand Crystal Resource Centre. This comprehensive website provides a host of information on the Crystal product range, including evaluation sheets, case studies, presentations, support and current promotions.
Business Objects sells three Crystal product suites through distribution partners and resellers can access all relevant information about the range through the Crystal Resource Centre, which can be found at http://crystal-reseller.anz.businessobjects.com/nz. For resellers who need an extra level of assistance, there is a toll-free Crystal Hotline at 0800 FOR CRYSTAL. The hotline and resource centre were designed to provide resellers with sales, pre-sales and technical information and assistance.
“Even though we have great relationships with our distributors,” commented Mitroo, “it was important to us to offer the reseller community direct contact with us.” The added support is evidence of Business Objects commitment to its channel partners and the importance of the New Zealand marketplace.