**Editor’s Note: Click here for a list of September’s important channel-program changes you should know.**
The Los Angeles-based SaaS company has been selling its unified cloud platform to CFOs and other accounting offices since 2001, but it will be running a global channel program for the first time.
Kim Di Paolo, BlackLine’s vice president, Global Partner Channel, said the company has always been committed to an indirect revenue stream through alliance partners, influencers and other partners.
“While these partners clearly contributed to BlackLine’s success, as BlackLine has grown dramatically over the last several years, we were not realizing the opportunity inherent in an indirect channel,” Di Paolo told Channel Partners.
Di Paolo said it wouldn’t be possible to operate direct sales on all of the continents it’s trying to reach, making the channel the best strategy for growing the company.
“Last year, BlackLine made a strategic decision to build a Global Partner Channel focusing on value-added resellers or channel partners. Our primary drivers were not only extending our global sales force, but leveraging the industry and local expertise and language capabilities, as well as reaching customers we would not otherwise be able to get to,” Di Paolo said.
The company, which says it has the only unified cloud platform that supports the entire “close-to-disclose” process, works with more than 100 of the Fortune 500 companies as they report their financial information.
At least 25 partners have signed up for the program, including Accenture and Brovanture. BlackLine says that although it is not industry-specific, it is looking for partners with a financial background. The company will support partners via online and onsite quarterly training, a certification program, and a partner implementation team.
“BlackLine is targeting channel partners globally – strategically in targeted growth areas,” Di Paolo said.
The company said it is emphasizing the quality of its partners and their ability to serve hit specific markets that fit the BlackLine offering.
“Finally, BlackLine [also is] … highly complementary in the ERP and BI/PM reseller space,” Di Paolo said.