Thirty-year old Reveille Software has managed for the past three decades without a channel partner program. Those days ended Wednesday with the launch of the Reveille Global Channel Partner Program. It kicks off the company’s channel-led strategy.
The Reveille platform helps businesses gain insight and visibility into unstructured data, or enterprise content management (ECM) and enterprise information management (EIM) systems. Some industry experts estimate that up to 80% of data in any organization is unstructured.
So why create a partner program now?
Reveille Software’s Rick Butgereit
“As the company was growing, the leadership didn’t want to try to grow the business with the overhead of a large sales force,” Rick Butgereit, executive vice president and channel marketing strategy, told Channel Futures. “What they were learning before I joined in January, was what the customers need in the form of focus in verticals, applications and the ability to do integrations. We believe there is an entire market of companies who do that. Therefore, they can be the trusted adviser for the customer.”
Prior to Reveille Software, Butgereit worked at Infor in various channel roles, beginning in 2006. In addition to Butgereit, the company hired Alex Woodward as director, channel programs and operations. He too previously worked at Infor.
Reveille Software Partner Program Details
The new program targets partners in North America and Europe. Reveille Software is looking for a few dozen reseller and solution provider partners. And the software vendor has specific requirements; in fact, Butgereit is recruiting partners but will consider some not on his target list.
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There’s an “ideal” channel partner profile that the company has in mind. So, for example, the partner organization has to be at least five years old, have at least four dedicated sales reps, deep ECM domain experience and focus, vertical focus experience and expertise, and more than $20 million in annual revenue, to name a few partner profile requirements. Additionally, the partners must do 80% of business in on-premises sales.
A managed service provider (MSP) partner program is in the works for the broader Reveille partner network. Eighty percent of the MSP business must be managed services to qualify for the MSP program. Expect to hear more about it by the end of the year.
The new partner program is a tiered model — silver, gold and platinum. The company pays partners based on their performance across tiers, regions and markets.
According to Butgereit, customers are likely to be medium-size businesses and enterprises.
There’s a dedicated partner portal that features sales enablement collateral, training materials, deal registration and integrated product support. Partners can also tap into the Reveille Software team for expertise.
Learning Management System in the Works
The vendor has a specific training curriculum, and requirements, for partners across sales, solutions engineering and services.
The vendor is building out its learning management system, an education and training program for partners.
“Anything they want access to, they’ll be able to get in a component style, so they won’t have to download an entire document when it’s updated,” said Butgereit.
The learning management system will be ready by the end of the year.
“We believe we’re putting a program out there that is going to be attractive. It allows partners to create services and products that drive higher partner margin along with lucrative margin for us. But it addresses key challenges that their customers are already seeing,” said Butgereit.