Channel consultancy Channel Enablers has ramped up its presence in the United States with the acquisition of Silicon Valley-based Technology Channels Group (TCG).
TCG is a developer of ChannelPRO, a channel strategy and planning methodology that was initially licensed by Melbourne-based Channel Enablers when it was founded four years ago.
So far, Channel Enablers has assisted several high-tech vendors including CA, EMC, HP, IBM, Nokia, Oracle and SAP -- in developing channel strategies.
Currently, 40 percent of its business is derived from the United States, 20 percent from Australia and 40 percent from Asia.
Braham Shnider, president at Channel Enablers, claimed that in the Asia-Pacific region -- where the company does the majority of its business -- indirect sales channels are more important than direct channels.
In the United States the trend can sometimes be the reverse, he said. “As a result, local indirect channel teams have been forced to go it alone when developing best practice programs. Our services have been able to help local operations improve their channel profitability and revenues,” Shnider said.
US-based and global IT vendors are recognising that an increasing amount of “best practices” are being developed outside of North America in areas like the Asia-Pacific region and Europe.
“If you're a vendor and you fail with channel alliances in Asia-Pacific and Europe, you'll fail because you won't make your numbers,” Shnider claimed.
The company now has offices in Silicon Valley, Australia, Singapore and an affiliate in London. Shnider expected to open a London office by July next year.
To date, it has completed over than 400 channel consulting projects and trained more than 4500 channel managers in 20 countries.
Channel Enablers claimed it is now the first global channel consultancy and training organisation that can provide multi-national IT vendors with courses, planning methodologies and scorecards and program development on a worldwide basis for their indirect channels.
The acquisition was funded out of cashflow and the business has no debt, Shnider said.
Issue: 315 | May 2013
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