Everest Launches New Channel for New TargetsBy John Hazard | Print
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The business process management vendor ups the size of its target customer and launches a new channel program to support the new breed of VARs to hit the target.
Everest Software Inc. this week re-established its channel program with new resources to support partners focusing on larger SMB customers in the distribution and retail industries.
The new channel programs will support a new breed of partner able to deliver and support Everest's business process management line in businesses with five to 100 seats, a rise from the company's previous focus on companies with less than five seats, Everest officials said.
"Two years ago, Everest began to reposition the company," said Dave Gutch, Everest's senior vice president of worldwide marketing and sales. "This shift also means a change in the type of channel partner profile and which is what led to relaunch of the program [i.e., new distribution model, incentive programs and support]."
The new program includes new training, certifications, margins and incentives as well as a recurring revenue model and an eight-person channel sales, marketing and technical support team, according to Everest.
Everest's latest product, Everest Advanced 3.0, which launched in November, allows for greater customization, giving VARs the opportunity to provide the value-add that boosts margins, said Dave Gutch, Everest's senior vice president of worldwide marketing and sales. Everest Advantage 3.0 gives SMBs (small and midsize businesses) a complete view of their business by tracking and managing key business operations from a single interface.
Several features, including Everest SDK and Form Designer, allow significant customization that makes the product "VAR friendly," he said.
Everest, formerly iCode Inc., expects to add 50 new VARs to its program, which currently stands at 28, in order to support the new direction, Gutch said.