Informatica recently made its intentions clear for growth in Australia and New Zealand (ANZ) - they launched their Partner Concierge Program within Asia Pacific as a method of driving success within the region.
Essentially, the Partner Concierge Program team will conduct workshops that train partners on all facets of solutions, including deal structuring, communicating key value propositions, technical demonstrations and sales workshops. Partners who complete the training then form part of the knowledge hub to scale the program.
Senior vice president for Informatica in Asia Pacific - Japan, Murray Sargant says that in some countries, partners are sole representatives of Informatica, which means there is a critical need to support them as an extension of the sales organisation, rather than as a separate team.
“We deliberately stepped away from building another portal – we instinctively look for human interaction to bring simplicity to complex problems,” Sargant says.
“The best outcomes occur after critical conversations with partners. We saw an opportunity to build a concierge service model that works in the same way that a hotel concierge will distil complex requirements to facilitate a hotel guest's request as quickly and as efficiently as possible.
According to Sargant, the Partner Concierge Program will equip partners, small and large, to become successful sales engines rather than technical fulfillment arms for Informatica.
“Partners will play an important role in facilitating scale and reach for the program,” Sargant says. “Through this program, we aim to drive 60% of revenues for the region from the Channel.
President of Pernix and the Cullinan Group, Wayne Cullinan says they are already seeing dividends of the Partner Concierge Program, lending them instant credibility on a tender for autonomous vehicles.
“The program helped us understand Informatica's offering around Internet of Things (IoT) and provided proof points with global use cases,” Cullinan says. “Having access to this program to assist in crafting responses to opportunities in the market will be very useful.
Informatica ANZ partner development manager, Jacob van der Eyk says at the end of the day, it is a powerful service that simplifies a complex process to deliver an outcome to delight the customer.