Intershop to revise programme

Intershop has taken steps to revamp its partner programme in response to the company’s increasing presence in the...

Intershop has taken steps to revamp its partner programme in response to the company’s increasing presence in the enterprise market.

UK managing director of the e-commerce software provider, John Griffith, insisted: “We are evolving our channel to address the changes in our business and our clients’ requirements.”

He admitted the company had employed a slightly indiscriminate approach towards enlisting partners in the past.

“In the early days, when we were selling a mass deployable product such as Intershop 4, having a large number of small suppliers or integrators was a good thing. As we stand now, a year after moving into the enterprise space [with the Infinity product], a very different channel is needed.”

Following an examination of the 250 or so companies that comprise Intershop’s channel, the company observed a large chunk of its business came from just a small number of companies.

“The big guns, such as PricewaterhouseCoopers, Unisys and Logica, are the only companies that are going to do major enterprise-led multinational and multi-system projects, so we wrote to all our partners to say that we will service the low end of the channel,” Griffith revealed.

The new programme includes a comprehensive training programme, together with support from Intershop in the areas of marketing, sales, consulting and technical support.

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