Story image

Business Objects Partner Programme

01 Sep 2007

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:

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:

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.

Microsoft appoints new commercial and partner business director
Bowden already has almost a decade of Microsoft relationship management experience under her belt, having joined the business in 2010.
Zoom’s new Rooms and Meetings features
Zoom has released information about the upcoming releases for its Rooms and Meeting offerings for 2019.
Aussie company set to democratise direct-to-orbit IoT access
Adelaide-based Myriota has released a developer toolkit that has been trialled and tested by a smart waste management platform.
Apple's AirPods now come with 'Hey Siri' functionality
The new AirPods come with a standard case or a Wireless Charging Case that holds additional charges for more than 24 hours of listening time.
Dynatrace takes pole position in APM Magic Quadrant
It placed highest on Ability to Execute and furthest on Completeness of Vision in the 2019 Quadrant for Application Performance Monitoring (APM).
HCL and Xerox expand strategic partnership
Under the terms of the agreement, HCL will manage portions of Xerox’s shared services, including global administrative and support functions.
Avaya expands integration with Google Cloud AI
This includes embedding Google’s machine learning within conversation services for the contact centre, enabling integration of AI capabilities.
Forrester names Crowdstrike leader in incident response
The report provides an in-depth evaluation of the top 15 IR service providers across 11 criteria.