SHARE
Facebook X Pinterest WhatsApp

Aspen Technology on Partner Hunt

Aspen Technology is hoping it has the right formula to attract VARs to sell its process optimization software. The company, which targets the chemical, oil and gas, and pharmaceutical sectors, launched its formal partner program in July and is currently on a recruitment drive to double its partner base. “For Aspen Technology to continue its […]

Written By: Sara Driscoll
Nov 22, 2007
Channel Insider content and product recommendations are editorially independent. We may make money when you click on links to our partners. Learn More

Aspen Technology is hoping it has the right formula to attract VARs to sell its process optimization software.

The company, which targets the chemical, oil and gas, and pharmaceutical sectors, launched its formal partner program in July and is currently on a recruitment drive to double its partner base.

“For Aspen Technology to continue its growth, we developed internationally with our solutions, but realized we needed to develop a partner strategy. We currently work with system integrators and consultancies,” said Mark Walls, director of worldwide partner operations at Aspen Technology.

Walls said the vendor recruits partners by finding out from its customers who their trusted advisers are for their IT systems. “Our technology is very sophisticated and complex, so we need to have the right partners that are able to build solutions around our software. We have 50 partners at the moment, and we are looking to double this,” he added.

PointerClick here to find out who else is on a partner recruitment drive.

In July the firm launched its Aspen Technology Partner Network, which is structured around three subcategories; Channel Partners, Solution Partners and System Integrators. “Solution Partners and System Integrators add their own IP to our offering, Channel Partners are more logistical,” Walls said. The program includes marketing development funding, a partner portal and discounts on licenses. The firm also incentivizes its direct sales force to work with partners, although Walls said it is usual that the direct sales teams focus on bigger deals than its partners.

He added that it was hard for the vendor to find partners that operate in its niche markets. “The people we work with tend to be chemical engineers first and software developers second,” he said. However, the company recently signed three new partners to its program: Zenith Technologies, which focuses on the pharmaceuticals market; Applied Control Engineering, a generalist company handling Aspen Technology’s production management system; and IMA Industrial, which works with processing plants.

Recommended for you...

GoTo Pulse Survey Shows AI Promise, Highlights Gaps to Fill
Victoria Durgin
Aug 19, 2025
Deepgram Teams With AWS on Voice AI Deployment
Jordan Smith
Aug 19, 2025
Excendio Advisors Q&A: How to Prepare Your MSP for M&A
Victoria Durgin
Aug 19, 2025
Infosys’ $153M Versent Deal to Drive AI in Australia
Allison Francis
Aug 18, 2025
Channel Insider Logo

Channel Insider combines news and technology recommendations to keep channel partners, value-added resellers, IT solution providers, MSPs, and SaaS providers informed on the changing IT landscape. These resources provide product comparisons, in-depth analysis of vendors, and interviews with subject matter experts to provide vendors with critical information for their operations.

Property of TechnologyAdvice. © 2025 TechnologyAdvice. All Rights Reserved

Advertiser Disclosure: Some of the products that appear on this site are from companies from which TechnologyAdvice receives compensation. This compensation may impact how and where products appear on this site including, for example, the order in which they appear. TechnologyAdvice does not include all companies or all types of products available in the marketplace.