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Concur Solution Provider program marks new push into the SMB space

Concur's new Solution Provider program looks to drive growth in the SMB space, the fastest-growing market segment for the company; more IT channel news from the week.

In a bid to capture the SMB market, travel and expense company Concur Technologies Inc. is targeting the channel with a new partner program.

The Concur Solution Provider program, launched this week, allows channel partners to refer the company's cloud-based products within three membership tiers: Registered, Platinum and Diamond. Each tier offers a range of resources and benefits, including sales and marketing materials and cobrandable assets. Additionally, Concur will provide training through webinars and partner engagements.

"Travel and expense is the second-largest area of controllable business spend -- a challenge especially significant to SMBs," said Sachin Vora, senior director of global business development at Concur, based in Bellevue, Wash., in an email.

Sachin Vora, senior director of global business development, ConcurSachin Vora

He added that the SMB space is Concur's fastest-growing market segment. "By introducing the Concur Solution Provider program, [we] can strategically continue this expansion via solution providers," he said.

Concur, an SAP company, recently introduced plans to integrate with Office 365, a move the company said will help businesses simplify travel booking and expense reporting. Concur representatives will be attending Microsoft's Worldwide Partner Conference in Toronto next week.

The Concur Solution Provider program is currently open only to North American partners, but will soon roll out in the U.K. and Australia.

PGi to build out its channel presence

Premier Global Services Inc., or PGi, a collaboration software and services provider based in Atlanta, aims to expand its channel presence with the backing of its private equity investment partner. The company, which sells web, video and audio conferencing products, became private in December 2015 via Siris Capital Group in a transaction valued at about $1 billion.

Ted Schrafft, CEO, PGiTed Schrafft

Ted Schrafft, PGi's CEO, suggested the transition to private-company status and the support of its investor have enabled the company to elevate its channel strategy. For example, as a public company, PGi was more reluctant to pursue white-labeling, since it was concerned with brand recognition. Today, however, the private company has the flexibility to white label its technology.

"We are less concerned about being famous, and we are more concerned about growing our business," Schrafft said.

Schrafft said PGi generates 18% of its revenue from the channel, adding that the channel is the company's fastest-growing sales conduit. He said he expects PGi to expand the channel's contribution to 25% to 33% of company revenue, if not a greater share, over the next few years. PGi divides its channel into several partner categories, including master agents, agents, resellers, wholesalers and carriers.

Channel news roundup for the week of July 4

Here's a look at the highlights:

  • Channel partners using AVG Technologies' remote monitoring and management software or selling its security products may soon find the company under new ownership. Avast Software on July 7 said it will purchase AVG in a transaction valued at $1.3 billion. That deal is expected to close by mid-October 2016. AVG Business, the business segment of AVG Technologies, recently expanded its relationships with distributors.
  • Ingram Micro in mid-July will launch a new offer that will let channel partners take advantage of 1 GB of Acronis Backup for Office 365 storage at no charge, according to a spokesperson for Ingram Micro. The offer will be available through the distributor's Cloud Marketplace. Ingram Micro in November 2015 expanded its distribution agreement with Acronis.
  • Samsung Electronics America authorized distributor Tech Data to sell annual licenses for Samsung Knox-enabled smartphones and tablets. U.S.-based mobile service practitioners and service providers can access the new Samsung offerings through Tech Data's mobile solutions and retail division.

The Market Share is a news roundup published every Friday on SearchITChannel.

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