The firm is facing demand from users for support for mid market and cloud-based solutions and needs more partners to get into adapt to those new customer targets.
The business intelligence and accounting software player has a large global channel base, with 1,600 partners in the UK, and has increased the account managers that can help guide resellers to new business opportunities.
Jennifer Warawa, EVP partners and alliances at Sage, said Sage had increased the training to make sure people could offer resellers a different level of service.
She said that the partner account model was more transactional. “We need to advise, to be strategic, and to help them through the transformation of their own business.”
Helping the channel change its business model could not be done with a webcast or a booklet because Sage needed to talk to people face to face and take a more personal approach.
As well as going for fresh opportunities, Sage is also encouraging partners to focus on vertical markets or to develop a specialisation, for instance in business intelligence.