Roambi Launches N.A. Partner Program, Debuts CloudBy Gina Roos | Print
Channel partners can help mobile customers leverage big data to deliver business insights with Roambi's new cloud platform and data visualization tool.
Roambi has launched its North America Roambi Partner Program, which will enable solution and referral partners to offer their customers a new cloud platform that takes advantage of the increasing business use of smartphones and tablets. Roambi Business, the new cloud platform, gives mobile device users access to a data visualization tool that leverages their company's existing big data and business intelligence (BI) tools to deliver business insights.
The new partner program in North America is expected to extend Roambi's reach and strengthen the relationships between partners and customers. "After achieving success with our network of partners outside the United States, we feel that introducing a dedicated partner program in North America in conjunction with the launch of Roambi Business is a winning combination for both partners and potential customers," said Dave Becerra, Roambi's vice president of strategy & business development.
Partners have been part of the company's go-to-market strategy, with more than 50 partners that include value-added resellers (VARs), system integrators and advocate partners. However, most of them have been outside of North America, said Becerra. Over the past few years, Roambi has focused on developing a direct sales force in North America.
Part of the driver behind the North American partner program is to "create a much more robust partner ecosystem that helps take this product to market and to scale out the services," said Becerra. "We're not interested in creating a professional services organization. We want to leave all the work that goes around integrating and deploying our software to a large partner community that can help our customers be successful."
With inbound leads, Roambi will reach out to partners to close deals. For new opportunities, the software developer will partner their solution providers with direct sales reps in the field so "they sell the solution together cohesively," said Becerra. "There is a very good direct relationship between our reps and partners."
Roambi Business is a revamp of the company's existing Roambi Server product, except now it's a multitenant application in the cloud. "It's a lower-cost solution," Becerra said. "It's great for midmarket and smaller businesses, and is also secure and scalable enough for large enterprise customers."
A key feature of the cloud platform is the new API for building custom connectors that will allow partners to offer value-added services around the integration and automation of data coming from different data sources, including Excel spreadsheets, databases, and BI and CRM systems. "Partners will be able to create custom connectors and build applications that integrate with our visualization," said Becerra.
While Roambi is easy to use, all the work that has to be done on the backend to develop the reports and aggregate the different data resources can be substantial, he said. "We have to integrate with all the business intelligence tools and applications customers use today—such as Salesforce and SAP—that allow us to integrate seamlessly to a customer's environment," Becerra added.