Published on the 03/04/2013 | Written by Newsdesk
CEO says it’s time to sell through the local channel and has secured ten partners in the last four months…
The business intelligence software specialist has refocused its strategy to proactively expand its reseller network across Australia and New Zealand and provide better services to more customers. While traditionally a channel-based company in the rest of the world, until now the Australia-headquartered firm had felt it made sense to sell directly in Australasia.
CEO of Yellowfin Glen Rabie says, “The channel market approach has been extremely successful for Yellowfin, in fact we generate 80 percent of our revenue from channel and it has been largely responsible for our 100 percent growth rate over the past four financial years. We now think it makes sense to apply the same strategy across Australia and New Zealand.”
The new strategy came in to effect this year and has already yielded ten new partnerships including, Prometheus Information, C3 Solutions, ClearDQ , Data Transformed Consulting (DTC) Services, Astute Technologies, EntSys, OYB, Solvexia, Sourced Group, and Enovate.
Rabie says, “This strategy benefits the end-customer because it allows us to focus our time, energy and resources on what we do best – developing highly intuitive Business Intelligence software. Additionally, experience has taught us that resellers with industry and geographic specialisations are able to understand and address the needs of clients within that niche more effectively. They understand their challenges in great detail, and can provide a better solution and ultimate customer experience as a result.”
All want-to-be Yellowfin resellers must satisfy three requirements: they must understand the benefits that BI can bring to their current and future customers, have a reputation for excellence in specific market segments (health, mining, logistics, education, finance, etc) and have both a sales and services capacity, enabling them to win new clients and support their ongoing BI needs.
For example, Prometheus specialises in the health and education sectors and recently implemented a BI solution for Queensland Country Health, a health fund in the HAMBS group, of which Yellowfin was the central component.
Yellowfin will keep growing its customer base throughout Australasia and worldwide, by continuing to proactively expand its network of reseller partners.