Epicor ‘fine-tunes’ channel strategy
Epicor Software says it has “fine-tuned” its current channel strategy in a bid to drive growth in EMEA.
As part of its plans, the ERP software firm is launching a recruitment campaign, targeting key markets such as France, Germany, Russia and Benelux, and boosting its channel presence in the Middle East and South Africa.
“Our goal is to at least double our channel generated revenues within the next two years,” explains Keith Deane, senior VP for Epicor EMEA. “To help us achieve this we need to recruit a number of new partners in our key markets, and boost the breadth of experience we have within the channel in other markets.”
Epicor says it is looking for partners that already have ERP experience, with knowledge of the larger systems such as SAP, Oracle, Infor or Microsoft. Many may be facing a ‘build-or-buy’ decision, either having legacy products that are due for replacement, or looking at building upgrades to older products, it claims.
Epicor partners in the UK include Epaccsys, Aspera, Force 9, AlphaGen and DotNet IT. The firm is also looking to sign up “two or three strong partners” based in Scotland as well as vertical specialists.
“Our sweet spot is within manufacturing and distribution but Epicor is also a great fit in other industries so we are not only looking for partners with manufacturing or distribution experience, but also those who have expertise within other industries or niche domains,” says James Frampton, channel VP for Epicor EMEA.
However, the exec says the firm will still be selective in its recruitment: “Unlike some of our competitors we don’t want a large channel with resellers that compete against each other,” he comments. “Epicor therefore offers true partnerships, often with some sort of specialism, perhaps domain or vertically driven or to cover certain geographic areas.
“It is critical to us that the partners we select to work with become successful and we understand that this includes achieving a good return on their investment within a reasonable amount of time. We therefore invest an increasing amount of time and resources with partners that have the right attitude and aspirations for success, working closely with them as an extended sales force,” he adds.
Epicor says it has recruited several new channel managers as well as a channel marketing director to support its expansion plans.