EnterpriseDB, a database management system provider based in Iselin, N.J., has just expanded its partner program to now include five new programs that target the channel to help partners further drive business and revenue opportunities.
The company develops and supports EnterpriseDB Advanced Server, a relational database management system that’s compatible with Oracle databases. Bill Doyle, senior vice-president of business development at EnterpriseDB, explains the difference between the two companies.
“EnterpriseDB brings enterprise-class database to the market that’s lower cost than other commercial products,” Doyle said.
To help partners see the value of their solutions, EnterpriseDB has introduced five partner programs to help better manage its rapidly growing partner ecosystem.
“In the last 12 months, we’ve probably doubled [our] number of partners,” Doyle said. “We’re revamping our partner program with a structured approach on how we work with our partners with the five programs we’ve created.”
With EnterpriseDB Advanced Server, users have the ability to have it run on a majority of applications that are written for Oracle. In addition, the company boasts it has the reliability and scalability to even function in enterprises with high-volume.
While EnterpriseDB has over 60 partnerships, Doyle makes it clear that for them, it’s not so much about the number of partners they have, but rather it’s about what kinds of partners they have to work with customers.
“It’s not a number game but a focus game,” Doyle said. “We want to align ourselves with the compatibility with developer tools and reporting tools so when customers evaluate EnterpriseDB, we have solutions that work for them.”
The five new programs include, the OEM Partner Program, the Reseller Partner Program, the Consulting Partner Program, the Application Partner Program and the Technology Partner Program.
Doyle said it was important to have a range of programs available to partners because EnterpriseDB wanted to focus on establishing and maintaining partner relationships through the program.
Each partner program includes access to EnterpriseDB’s Certification Lab, sales and marketing support, sales tools and technical and sales training and support among other things.
Paul Sidwell, regional sales manager in Canada for EnterpriseDB, explains that the programs mirror those available in the U.S.
“What we’re doing in Canada is an extension of what’s already in the U.S.,” Sidwell said. “I’m taking a pro-partner approach and we’re recruiting partners based on geography and certain accounts and social aspects.”
Sidwell also notes that more extensive training content has also been built into the programs and pricing models have since been evaluated to give partners more bang for their buck.
“We lay the blueprint with all of our unified programs on an individual basis,” Doyle said. “The programs we launch are the same whether you’re in the U.S., Canada, South America or wherever.”
