M-Files Corporation is launching an enhanced partner program for the UK and Ireland. This will enable a new breed of go-to-market partners to work closely with the M-Files direct sales teams to capitalise on growing demand for effective information management solutions.
Historically the channel and the M-Files direct sales operations have operated as two separate business units. However, the UK team is piloting a joined-up approach which will see the channel and direct sales team working closely together with aligned goals and targets.
Tim Waterton, Director of UK Business at M-Files said, “delivering technology solutions like M-Files requires four distinct skills or disciplines – identifying a potential customer, selling the solution, implementing the solution and provision of ongoing support. The new referral and co-sell options address that middle ground by enabling organisations whose customers are struggling with information and document management challenges to service that market opportunity in partnership with M-Files. Similarly, members of our well established Authorised Services Partner program who have certified implementation and support capabilities can work closely with our direct sales team to complement our in-house delivery teams.
“In essence, we’re taking a much more holistic approach – by assembling a broader range of partners we can now leverage their collective skills to service more customers with greater flexibility. We are simply making sure that we line up the best M-Files team for every customer; irrespective of whether that is made up purely of M-Files staff, partner staff or a combination of the two.”
The enhanced program will offer a broader range of partnership opportunities, including referral or co-sell agreements. This will allow M-Files to work with partners who may not yet be in a position to invest the time and resources required to be successful as an M-Files reseller; yet see huge potential in offering M-Files to their customers. This approach will also support a drive for strategic technology partnerships so that organisations who currently deliver their own technology solutions can easily partner with M-Files to deliver content management alongside their existing propositions.
Unlike other channel programs, which typically require a substantial investment from the partner, this new program enables partners to start working with M-Files far more quickly and at much lower level of investment. The aim is to make M-Files accessible to as many customers as possible, by ensuring that they can benefit from the right blend of partner and M-Files expertise.
The new referral program is currently being piloted in the UK with a view to this being introduced company-wide.