ChannelLife New Zealand - Industry insider news for technology resellers
Story image
Concur inks first ever distie deal with Nextgen in the driver's seat
Mon, 31st Jul 2017
FYI, this story is more than a year old

Cloud-based travel, expense and supplier invoice management systems vendor Concur has inked its first every distribution deal – signing Nextgen Distribution in an ANZ wide deal.

John Walters, Nextgen Distribution group chief executive, says the deal provides resellers with another low risk solution, with a short implementation process, to add to their portfolio.

“The referral process reflects a changing marketplace and is a win-win situation where partners can get paid for finding opportunities and Concur will do the initial product implementation,” Walters says.

“There are no hard costs for partners, everything is bottom line and there is the opportunity to deliver additional services.

The companies say Concur, which is ERP agnostic, is an easy entry into cloud for customers, who often realise there are other logical workloads that can be moved to the cloud, such as enterprise resource planning.

Murray Warner, Concur business development director, says a sales cycle of around 50 days and implementation that is usually completed within four to six weeks, provides a quick win for both the partner and customer.

“They can both receive an immediate return and tangible benefits,” Warner says.

“Consequently, customers begin to trust the partner and are more likely to consider working with them on future projects including ERP implementations.

“The best thing about the relationship is the low cost of entry. Partners simply need to pass the lead to Concur and we close the deal and manage the implementation while the partner receives referral payments for up to two years,” Warner adds.

He says the global first agreement marks an exciting time for the channel side of Concur's business.

"For the first time, we are partnering with a distributor to further expand in Australia [and New Zealand].

"Partnering with a recognised distributor like Nextgen will also position us well for growth moving forward. Nextgen's partners and contacts will be invaluable for Concur."

A spokesperson confirmed the deal extends to the New Zealand market as well.