Autodesk launches Australia Channel Advisory Board

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Autodesk launches Australia Channel Advisory Board

Denis Branthonne regional director of Autodesk A/NZ said the market has changed dramatically in the last six months and if you are not engaged with your resellers and they don't add value to their customers it's a difficult time to sell.

"We are working to make sure we are engaged with our partners to support them and help them understand their customer requirements," he said.

"A year ago we had a lot of products and solutions and some resellers did it well and some didn't but you can't afford to just provide quotations on products anymore, you have to articulate a strong value proposition."

The Channel Advisory Board will meet once a month to talk about its latest proposals, where to go to market with products, inviting key people from its largest partners.

The first meeting is today, 30th April.

Branthonne, who is six weeks into the job, has replaced Hanspeter Eiselt former managing director, Autodesk Australia, who was let go by the company this year.

"Customers are amazed by the scope of the products we have to offer," said Branthonne.

"Resellers are bombarded with products and don't know which ones give the best margin but we going to improve our support for them to help them close more business, coach them through a sale and provide more learning for them by transferring our knowledge.

"The way we develop our relationship with partners hasn't changed. Two or three years ago we tried to standardise the channel program we into one aligned way but now we are in the process of implementing a new one."

The focus of the Solution Day was to tell partners about the overall Autodesk story, who it is, what their products are and how they can be used.

"We go to market in three ways through manufacturing, construction and media. The majority of our customers are enterprise and we develop solutions for them," said Branthonne.

"In Australia, predominantly more than 90 percent of business is done through our partners and a small fraction is done directly."

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