During the second half of 2008, Pironet NDH is launching a new partner management program aimed at the rapid and systematic expansion of its market position in the growth areas of application outsourcing, software as a service (SaaS) and corporate networks. The partner strategy is focused on consulting companies and independent software vendors (ISVs). These will bring their specialist industry know-how to bear in the new partnership, facilitating access to new client markets to achieve higher turnover with an expanded range of services.
The new partner management program is targeted at both existing and potential partners, with the aim of intensifying and tailoring how these partners are approached and assisted. "Our partners operate in different business sectors and all have very different requirements. This requires a targeted and differentiated approach with a variety of partnership models," explains Peter Lenz, who is responsible for partner management within the ICT Outsourcing Division. "The most important goal within the new partner network is that we cooperate on a basis of trust and that we share the same performance commitment. Together we can then profit from the advantages in the marketplace and bring benefits to our clients."
Especially medium-sized software vendors, who do not have sufficient own resources, know-how and investment funds for the professional operation of SaaS solutions, could profit from a partnership. Whether they are fully independent software vendors or partners of the major standard solution vendors such as SAP or Microsoft Dynamics: at Pironet NDH they can have immediate access to an SaaS infrastructure with installed and fully implemented software platforms in one of the most modern high-performance data centers in Germany. Over and above this we offer managed network services based on the Pironet NDH backbone, with multiple support and other services which, beyond application and network operation, can also cover accounting or sales and marketing support on request.
"In principle, we differentiate between three partnership models," says Peter Lenz. "The actual modus of the cooperation can be tailored to the specific corporate goals of the partner in question."
When implementing more complex migration and outsourcing projects for business-critical corporate software, Pironet NDH cooperates with so-called "integration partners". These are consulting companies and software vendors with integration know-how, who can bring to the partnership their specialised knowledge and their development resources, for example for SAP or Microsoft Dynamics. Together this allows Pironet NDH to offer their end customers an optimal solution, including flexibly-priced operating and maintenance.
On the other hand, independent software developers who become "SaaS partners" can use the hosting services and ICT infrastructure of Pironet NDH to offer their software products online under their own name as an SaaS leased product, in addition to their traditional sales and licensing business.
Pironet NDH offers its "lead partners" an attractive, performance-related remuneration model. The services of companies contributing their expertise and contacts as lead partners, for example in the field of M&A, are remunerated on a commission basis, either as a one-off or over the contract period.
Felix Höger, Board Member at Pironet NDH, sums up the new program as follows: "The aim of the channel initiative is to develop our existing and new partners into successful players in the relatively new but fast-expanding SaaS market. Thanks to the existing SaaS infrastructure and an intelligent, end-customer-orientated task allocation between Pironet NDH and its partners, all parties involved will have an excellent base to reap considerable benefits from the demand that will crystallise in the future for flexibly-priced on-demand solutions."
The new partner management program is targeted at both existing and potential partners, with the aim of intensifying and tailoring how these partners are approached and assisted. "Our partners operate in different business sectors and all have very different requirements. This requires a targeted and differentiated approach with a variety of partnership models," explains Peter Lenz, who is responsible for partner management within the ICT Outsourcing Division. "The most important goal within the new partner network is that we cooperate on a basis of trust and that we share the same performance commitment. Together we can then profit from the advantages in the marketplace and bring benefits to our clients."
Especially medium-sized software vendors, who do not have sufficient own resources, know-how and investment funds for the professional operation of SaaS solutions, could profit from a partnership. Whether they are fully independent software vendors or partners of the major standard solution vendors such as SAP or Microsoft Dynamics: at Pironet NDH they can have immediate access to an SaaS infrastructure with installed and fully implemented software platforms in one of the most modern high-performance data centers in Germany. Over and above this we offer managed network services based on the Pironet NDH backbone, with multiple support and other services which, beyond application and network operation, can also cover accounting or sales and marketing support on request.
"In principle, we differentiate between three partnership models," says Peter Lenz. "The actual modus of the cooperation can be tailored to the specific corporate goals of the partner in question."
When implementing more complex migration and outsourcing projects for business-critical corporate software, Pironet NDH cooperates with so-called "integration partners". These are consulting companies and software vendors with integration know-how, who can bring to the partnership their specialised knowledge and their development resources, for example for SAP or Microsoft Dynamics. Together this allows Pironet NDH to offer their end customers an optimal solution, including flexibly-priced operating and maintenance.
On the other hand, independent software developers who become "SaaS partners" can use the hosting services and ICT infrastructure of Pironet NDH to offer their software products online under their own name as an SaaS leased product, in addition to their traditional sales and licensing business.
Pironet NDH offers its "lead partners" an attractive, performance-related remuneration model. The services of companies contributing their expertise and contacts as lead partners, for example in the field of M&A, are remunerated on a commission basis, either as a one-off or over the contract period.
Felix Höger, Board Member at Pironet NDH, sums up the new program as follows: "The aim of the channel initiative is to develop our existing and new partners into successful players in the relatively new but fast-expanding SaaS market. Thanks to the existing SaaS infrastructure and an intelligent, end-customer-orientated task allocation between Pironet NDH and its partners, all parties involved will have an excellent base to reap considerable benefits from the demand that will crystallise in the future for flexibly-priced on-demand solutions."
