SugarCRM Seeks 20 Ultimate Partners
Dozens of VARs call SugarCRM each week, seeking to join the company’s partner program. The open source company welcomes the interest and continues to sign up new partners. But to generate the biggest profits, you’ll want to be one of SugarCRM’s elite 20 partners, The VAR Guy hears.
Details are still pending, but SugarCRM is formulating a partner strategy that will greatly reward its top 20 partners, according to Lars Nordwall, VP of worldwide sales at the company. VARs that fit the top 20 profile will likely receive extensive promotion on SugarCRM’s Web site and marketing materials.
“Those 20 partners will likely represent 80 percent of our customers,” predicts Nordwall. “They’ll receive better revenue share and will work more closely with our direct sales force.”
Sounds great. But SugarCRM’s top 20 partners can’t rest on their laurels. SugarCRM plans to treat the partners similar to internal sales team members. If you don’t hit a sales target during one quarter, “you’re under the gun,” says Nordwall. “Miss it two quarters and you’ll be out” of the top 20, and your company will no longer receive all the perks associated with the program.
Still, Nordwall concedes the system can’t be based on revenue alone. SugarCRM will measure customer satisfaction and other key variables to determine the company’s top 20 partners.
The VAR Guy is quick to note that SugarCRM is still formulating this “top 20” partner strategy and details are certainly subject to change.
Nordwall spoke to The VAR Guy in San Jose this week during SugarCRM’s first developer conference.