A few years ago, Harvard Business Review reported that some companies pondering the idea of “going global” assume it’s a massive project that takes widespread prior planning. They erroneously conclude that globalization is something only the biggest and most successful corporations can pull off – a logical conclusion, considering how difficult it is to build a profitable business on your home turf.
Yet sometimes, the opposite occurs: consumers demand your product so much that the market defines your master plan for you. This sounds good, but it can lead to frustration and experimentation that could cost you money and more importantly, customers. Think of Apple in the early days of their retail expansion in the U.S. The stores were flooded by international consumers buying iPhones en masse to sell in their home countries. Within a few years, Apple expanded its footprint to the point that today, most of its efforts are focused on other countries. The secret is figuring out what to do next, so you can capitalize on the signs of growing global momentum.
That’s why Sungard Availability Services® (Sungard AS) recently announced a single global expansion of our Channel Partner Program in the UK, Ireland, France, Belgium, Luxemburg and Sweden. In a world where customers are demanding hybrid, bi-modal, IT solutions, we want to enable channel partners to meet these demands by partnering – and winning – with Sungard AS.
Over the past 15+ years, I had the experience of leading the globalization of several channel programs in the telecom and IT markets. I have learned how to leverage the appropriate level of customization to enable timely adoption in each region or country. We are following that principle as we develop and launch our Sungard AS Global Channel Program in Europe, taking a time-honored approach to expand in the right way at the right time.
Sungard AS introduced our Channel Partner Program in 2009 across the U.S. and Canada. Our European expansion comes after the continued success of this existing program, which has produced consecutive year-over-year double digit growth and been repeatedly recognized with partner and industry awards.
Our flexible program offers a collaborative “sell with” field organization with focused sales enablement, go-to-market support, exclusive lead registration and competitive compensation for partners ranging from boutique consultancies to cloud hosting multinationals. As part of our joint selling model, Sungard AS works with partners to provide complete solutions to their joint customers, meeting their evolving needs for as-a-service delivery models and OPEX financing.
Partners will benefit from a full portfolio of recovery, business continuity, managed IT and cloud services which can satisfy any customer IT requirement. Other program benefits include access to the Sungard AS’ established ecosystem of strategic technology partners – including Cisco, EMC, NetApp – and application partners such as SAP and Oracle.
Sungard AS expects to continue investing in our partner program in Europe, including expanding the team with both Pan-European and in-country channel sales managers, significantly contributing to the growth of our European channel-enabled revenue.
To learn more, prospective partners can find more information on the Partner Program and register online at http://channels.sungardas.com.