January 18, 2018
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MicroPact, the case management and business process management (BPM) software provider, has enhanced its Global Alliance partner program under the direction of Barb Huelskamp, vice president of global alliances.
MicroPact’s Barb Huelskamp
The updated program equips services companies and system integrators (SIs) to deliver enterprise services on entellitrak, MicroPact’s application development platform for case management. The program includes four levels of participation — Ready, Silver, Gold and Platinum.
Huelskamp tells Channel Partners that discounts and benefits were tied primarily to revenue goals in the original program.
“One of the biggest differences from our previous program, and the programs of many of our competitors, is that in the Global Alliance, partners can earn points for their business development activities, for becoming experts on our platform, and for their professional-services capabilities. This is not just about recognizing revenue — its about encouraging excellence,” she said. “Every partner that we have rolled this out to is really excited about this aspect.”
The program has been structured to actively promote the development of skills within the partner organization that “will make them successful in selling and deploying entellitrak-based solutions,” Huelskamp said.
“The program provides clear incentives and milestones (training, deal registrations, implementations, etc.),” she said. “Partners are guided through their development as they advance toward higher program levels, which are in turn tied to increasing license discounts and benefits. It also builds in strong alignment, with joint business planning around specific account targets, and continuous plan reviews.”
While MicroPact had many partnerships, the original program lacked a clear coaching structure, incentives and alignment with joint business goals, Huelskamp said. The company wasn’t seeing the level of engagement warranted by the lucrative case management software market, which Gartner described in 2016 as an $8 billion untapped opportunity, she said.
“Add to that the strong government sponsorship for IT modernization,” she said. “Clearly now is the time to ramp up this program. Before becoming a channel manager, I sat on the other side of the table, working for an IT integrator for 13 years. I understand what partners are looking for: effective sales enablement, consistent rules of engagement and responsive resources. It’s our job to make it easy to do business with us.”
Platinum partner NTT Data Federal Services has used entellitrak to deploy enterprise services for the U.S. Department of Justice and U.S. Department of the Navy.
“entellitrak is an excellent low-code application development platform for many of our federal case-management deployments,” said Thomas Betro, NTT Data’s vice president. “Because it’s [built] for the workflow, infrastructure and support needs of the public sector, it enables us to rapidly deliver improved performance at a lower cost. The enhanced Global Alliance program clearly demonstrates MicroPact’s commitment to helping us expand our success with this flexible platform.”
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