Advanced has launched a new partner programme – TruePartner – to help resellers of Enterprise Resource Planning (ERP) software accelerate their SME customers’ transformation to the Cloud.
According to the company, while appetite for Cloud technology is growing, only 33 percent of organisations admit to being experienced in it. Advanced believes some vendors are neglecting the needs of SMEs keen to reshape themselves for the 4th Industrial Revolution, leaving this backbone of British business in danger of being left behind.
The British software and services company plans to win over new partners keen to address the needs of the SME market but who aren’t getting the right support from their existing vendors – a move it hopes will generate an additional £1 million in revenue over the next 12 months. Its new Cloud-based ERP solution, Advanced Business Cloud Essentials*, is designed exactly to boost this opportunity for this reseller community.
The Advanced TruePartner programme will help resellers change their traditional business models as well as recognise what the Cloud is, and what it isn’t. Some vendors, for example, promote products as Cloud-based – when they are actually not true Cloud solutions – and there’s a danger of creating confusion amongst SMEs who rely on software resellers to guide and advise them.
Janette Martin, Managing Director of Strategic Partnerships and Alliances at Advanced, sees this as a threat to the channel and a barrier to the Cloud becoming mainstream:
“Resellers have an incredible opportunity to adapt their business model to embrace Cloud technology. They have the chance to bet their business on those vendors that deliver genuine Cloud solutions and are willing to support them on their transformation, otherwise they risk losing traction, customers and revenue,” she said.
The channel, particularly smaller resellers, have become used to the revenue from upfront licences, a traditional financial management model where it is easy to manage revenue against forecasts. However, monthly subscriptions for Cloud services are disrupting that financial model and resellers will need to adapt quickly if they are to realise the benefits that this can deliver in recurring revenue.
Martin said: “We understand that moving to a Cloud-first approach isn’t straight forward, but we are seeing interest from businesses for the benefits that the Cloud can deliver. Together, we can make a difference and I believe it’s up to vendors like Advanced to develop long-term strategic channel partnerships, demonstrate the Cloud as the number one driver for business continuity, and provide resellers with the right ongoing training, support and marketing so that products can be sold and supported in the Cloud effectively.”
Some of the key features that Advanced is providing with its new TruePartner programme include:
- Close collaboration and support with resellers to develop market and sector insight that enables focused software solutions to be delivered to customers.
- Onboarding, training and marketing support for partners to sell solutions that provide real world-context and immediate business benefits.
- Comprehensive accreditation and generous financial rewards, at every level, helping to achieve sustainable business growth for both resellers and customers.
- Confidence that resellers will be providing SMEs with genuine cloud solutions, like Advanced Business Cloud Essentials, and working with a vendor that cares.
The new TruePartner programme is built around five levels of partnership: Reseller, Service, Alliance, Advisor and Software.