**Editor’s Note: “7 Minutes” is a feature where we ask channel executives from startups – or companies that may be new to the Channel Partners audience – a series of quick questions about their businesses and channel programs.**
Got customers who are – or should be – worried about GDPR? U.K.-based Silwood Technology offers metadata discovery software, called Safyr, that finds personal data buried deep in ERP and CRM systems. That’s critical for, among other things, GDPR compliance. Of course, avoiding fines is not the only application: data warehousing, governance, classification and migration projects all depend on being able to accurately locate and analyze specific data types.
Safyr provides insights into enterprise ERP or CRM systems, including those from SAP, Oracle, Salesforce and Microsoft, no matter how large, complex or customized.
The company is seeking new partners in Europe and the United States, and technical director Nick Porter says GDPR is a driver for ISVs and resellers to take a look at the software. However, the benefits for customers go beyond compliance efforts. Silwood says customers commonly report productivity gains of 90 percent when compared with traditional discovery and modeling methods, which include relying on external consultants, templates and manual hunting and pecking. The company has about 500 large-enterprise customers, including Boeing, BP and P&G.
Channel Partners: Tell us what customers love about your product or service. What’s the secret selling sauce?
Nick Porter: Customers value the ability to accelerate delivery of their data and information management projects, such as data governance, data warehouse, data migration and master data. This is thanks to Safyr’s ability to let their data professionals see and use, for the first time, all of the details of the underlying data model of their ERP and CRM packages in a quick and sensible way. Safyr extracts the metadata from these systems as implemented, including their customizations, and gives the user a unique view of that metadata, without the need to be a technical application specialist. This in turn speeds up data discovery and source data analysis phases for these projects, which no other technology can do as effectively.
CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features?
NP: Our channel program provides a number of ways for partners to work with us, whether they are an OEM, reseller, referral, consulting or technical partners. We do not have a tiered system within our channel program, as we want to make it as easy and straightforward for all partners to work with us and realize value from the partnership.
We welcome different types of organizations from systems integrators and information management software solutions providers to specialist boutique firms as partners. We do not charge a partnership fee or require partners to pay to join, as we believe that the benefits of working together should deliver sufficient mutual value.
We provide free sales and technical training to our partners and also regularly work with them on joint marketing campaigns and events.
CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin. Go.
NP: Roughly 85 percent of Silwood revenue is via our channel partners. We currently have 30 partners of different types. While some OEM and referral arrangements may differ, a reseller partner will typically receive a discount of 35 percent off the suggested retail price for Safyr. This includes …
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