Earlier this year, Sage Business Solutions held its annual Insights partner conference. In a report from ChannelWeb, keynote speeches by high-ranking officers of the company explained the company’s newest overall internal structure strategies and its approach to improve its channel incentive program. A number of the changes were presented by vice president of channel management Tom Miller.
Struggling through the rough economic downturn, as were many other businesses, Sage North American and the Sage Group had to layoff hundreds of employees in December 2008 and May 2009. Sage North America CEO Sue Swenson said, “I don’t know about you, but I’m pretty happy to see the economy improving. “Choppy, bumpy, but choppy, bumpy on the way up.”
Taking initiative and enhancing its channel partner incentive program is the result of a major management shakeup, “including the appointment of Sue Swenson as CEO of Sage North America in March 2008.”
Under new leadership, Sage implemented several partner initiatives, including:
- Improved review process that allows for higher quality
- Stronger cohesion among products to widen sales and promote cross-selling
- An enhanced business partner advisory council to deal specifically with channel-related issues
According to executive vice president of product strategy and marketing at Sage Business Solutions, Himanshu Palsule, “We needed to go from being known as a company with a product portfolio to a company that had a Sage business solution strategy.”
The partners are taking notice of the changes and are pleased. Mark Dresser, president of Dresser Associates, a channel partner of Sage, noted, “They’re really giving me the tools to run my business more effectively.”
Keeping up with forward movement, Sage’s 2010 Insights partner conference will be the last of its kind. Next year the company will commence Sage Summit. This new format will provide interaction between partners and customers within an educational environment.