Data integration specialist Informatica has taken the wraps off a channel programme designed to increase the revenues that come from its indirect business.
Up until last year the software player had sold direct but has turned to the channel and seen 10% of its UK revenues now coming through resellers and hopes a formal programme will increase this level.
The Inform channel programme will give training, education and lead generation resources as well as a certification process.
Charles Race, vice president of Northern Europe at Informatica, said that it wanted to get more of a market reach and viewed the channel as a way it could increase sales without cannibalisation its direct named accounts.
"In the UK we have five or six good partners in different areas which now results in 10% of UK license revenues and it has not been at the cost of direct business," he said.
He added that with different routes to market it was vital there was channel trust and it had pledged to leave the business outside of its direct accounts to resellers.
"The pressure is to make more and increase that reach further and appeal to new partners that haven't come on board already. The opportunity for our solution is huge right now," he said.
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