ESS scouts for channel partners

NEW DELHI, INDIA: Eastern Software Systems (ESS) has launched a campaign to strengthen its channels route. It is seeking partners who want to get into the ERP space or who are already existing players in this space. ESS will also approach some of the partners of competing ERPs who had dropped out of this business because of the loop holes in the model.

The company's market research points out that the existing channel of ERP companies are finding it difficult to sustain their business, considering the inherent lacunae in the business and delivery model of these partnerships. A major share of the product license revenues are typically cornered by the product owners, whereas the partner is left with the tough task of implementing with hardly any margins left for them.

“We are offering a partnership model where a partner will only be required to refer the leads through its last mile connectivity, whereas ESS will bring in their product licenses and the knowledge/implementation infrastructure,” said Anil Bakht, MD, ESS.

“This coupled with much better commissions is a win-win situation. The partners end-up making more money in lesser time and with much less effort which was required if they were also implementing the ERP themselves.”

He said the model will bring in commensurate rewards for both.”

"The existing model where partner does the implementation and the product companies corner the majority of product license revenue, does not utilize the strengths of its entities and ends up as a win-loss situation in favor of the product owners. The partner's strength typically lies in their last mile connectivity (their reach to the end-customer)," Bakht added.