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.