By Edward Gately
Bpm’online, a London-based vendor of process-driven, cloud-based software for marketing, sales and service automation, has launched a new partner program as part of its expansion into North America.
Bpm’online created its new channel partner program to help technology providers, resellers and consultants “meet the challenges of the cloud era and build sustainable businesses with recurring revenue.”
Bob Cellucci, Bpm’online’s partner development director, tells Channel Partners the company’s European partner program has been in place for several years, while the North American program is “new and unique to the company and to this market.”
“We’ve only recently established a North American presence with the opening of our North American headquarters in downtown Boston,” he said. “Globally, Bpm’online has over 400 partners. Some have been with us for over 10 years. We are actively recruiting new consulting and integration, and technology partners via the new program here in North America.”
The objectives for the new program are to develop a portfolio of partners that will help the company acquire new customers and build a strong revenue stream, and develop a delivery and services capability throughout North America. Partners can earn up to 40 percent margin on business that they close or team with the company to close, Cellucci said.
“We expect to bring qualified partners in on most customer engagements,” he said. “Training, certifying and enabling our partners will be key to our success in this area.”
According to IT research firm Gartner Inc., the worldwide SaaS market will expand at an annual growth rate of 20.2 percent, from $18.2 billion in 2012 to $45.6 billion in 2017.
“The rapid growth of cloud apps has brought a lot of challenges to modern businesses,” said Michael Rooney,” Bpm’online’s senior vice president and general manager. “Heightened customer expectations and changes in their behavior have shown that transformational is not just the delivery model, there’s a strong need for agility to enable new models for customer and supplier engagement.”
Bpm’online’s primary objective this year is to establish a strong North American market presence.
“This will be done through our marketing efforts, analyst recognition, new customer and new partner additions and successes,” Cellucci said. “Our expectation is that our partners will contribute to over 50 percent of our overall North American business. Partnering well with highly capable firms is a core component of our go-to-market strategy.”
Bpm’online currently serves more than 6,000 customers globally.