Epicor Recognised as ‘Champion’ of Regional Channel Community
It gives me great pleasure to announce that we have been honoured by Channel Middle East as one of the Channel Champions at their recent ‘Channel Champion Awards 2016’ gala. Being recognised as an industry leader by one of the region’s leading channel focused IT publications, is extremely humbling and rewarding.
The award recognises the contribution that the Epicor team has made to the regional channel community over the course of 2016. We were specifically commended for our new and innovative partner program—something I take immense pride in given how much of time and effort we have invested over the last nine months in building the program.
To give you some background, when I joined Epicor in February 2016 as senior director responsible for growing our international channel, my number one priority was to review the entire partner landscape, everything from our partner program to the geographical and vertical partner mix of the partners themselves. The goal was to widen our geographical reach and vertical expertise, deliver best-in-class customer service, and ensure the highest levels of customer satisfaction by establishing a strong channel.
After months of research which included a survey of our entire international channel network and a benchmarking of all leading vendor channel programs, we launched our new program on October 1, 2016. Radically different from our previous program and other vendor programs, the core purpose of the new program is to challenge our partners to build better, more profitable businesses. All partners know how to sell but selling is just one aspect of running a robust and profitable business. We want our partners to build out their business to include marketing, technical resources, sales support network and even product and module development. We essentially want our partners to be an extension of Epicor.
To that end, under the new program, rather than incentivize partners purely on revenue, we reward our partners based on the "value" they add to our ecosystem. They are rewarded for doing what they do well but just as importantly, they will be incentivized for making improvements in areas of their business where they are deficient.
Having just completed the roll out of the program to our partners across EMEA and APAC, I am pleased to say that it has been very well received. Although the requirements of the program are very stringent and the on-boarding process is time consuming, to date 80% of our existing channel partners are now part of the new program. In addition, now that word is out in the market, we have had potential new partners inquire about how they can be part of the Epicor network.
As we move in to 2017, I look forward to working with our partners to build a partner ecosystem that is more sophisticated, more powerful and focused on quality over quantity. The expectation is to have our partners offer a whole suite of services. They should be able to offer end customers best-in-class solutions and services which will allow the customers, partners and us to grow our business—a true win-win-win!
Posted by Hesham El Komy, Senior Director International Channel, Epicor Software