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OpenText partners gain new incentives in channel program

OpenText has announced a new partner program that aligns with the vendor's digital strategy and product lines.

The new OpenText Global Partner Program was announced today and addresses the vendor's go-to-market strategy as well as partner incentive programs for market development funds, loyalty and referral programs.

The program covers three types of OpenText partners: resellers, service providers and technology partners -- including software and hardware technology vendors. It also has three tiers: silver, gold and platinum.

According to the vendor, the new partner program aligns with the company's digital strategy and offerings in the areas of Enterprise Information Management, Business Networks and Analytics.

OpenText defines partner tiers as follows:

Silver partners demonstrate the necessary pre- and post-sales skills to deliver high-quality offerings. These partners typically participate within a specific geographic region or industry. They receive direct access to the OpenText sales force and may leverage OpenText technical and marketing resources.

Gold partners sell or co-sell their offerings with OpenText. Gold partners tend to be larger firms who have the ability to service clients nationally or internationally. These partners get enhanced support from OpenText.

At the highest tier, platinum partners collaborate with all OpenText operational groups and receive dedicated account management.

Other details on the new incentive programs for OpenText partners, according to the vendor:

OpenText Market Development Fund Program provides partners with 1:1 matching for partner marketing expenses on approved business plans that extend the partners' reach around OpenText campaigns.

OpenText Partner Loyalty Program lets partners earn points that can be redeemed against sales enablement events, training, accreditation and other OpenText services. This pertains to partners who complete specified activities during a specified time period.

OpenText Referral Program allows partners, worldwide, to receive payment for introducing new customers and/or opportunities to OpenText.

Partners attending the vendor's Partner Summit, which takes place Nov. 9-10 at OpenText Enterprise World 2015 in Las Vegas, can expect to hear more details about the new program.

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What do you look for in an enterprise information management vendor's partner program?
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MDF and loyalty programs are window dressing. Partners want to see 1) decent margin, 2) repeatable business and 3) real and meaningful support / lack of channel conflict from the vendor. Without these items resellers won't sign on to a partner program or they will not invest and the relationship will flounder.
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bsocransky - how often do find vendors who offer the partner program benefits you mention?
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Good question. Therein lies the problem with why so many vendors have underperforming channels. I would say that the majority of vendor partner programs don't provide the benefits I mentioned (margin, repeatable, sales support) and therefore the partners don't invest the time and energy in reselling their products.
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