PeopleSoft moves closer to channel

The ERP titan is firming up its channel relationships as it looks to sell more to the SMB segment.

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By  David Ingham Published  October 4, 2004

PeopleSoft is moving towards a more channel-driven sales model in the region. The company will still do major deals, involving PeopleSoft Enterprise, direct, but says it will be looking to drive sales of EnterpriseOne, its offering for medium sized organisations, through the channel. “We see the mid-market as still untapped; there is huge potential out there,” explains Joanne Eames, EMEA channel marketing manager, PeopleSoft. “EnterpriseOne, because it is a modular product, is perfect for this market.” This means that companies can install parts of the product, such as HR and financials, and be able to add other modules later with relative ease. PeopleSoft has been working through partners, but is now formalising its channel structure as it looks to develop its mid-market business in the region. Future plans include aligning partners more closely with vertical segments, such as construction and manufacturing. Eames says that the most recent quarter was an excellent one for the company in the region, with around six major deals going through. Forthcoming plans for the region include various training programmes for the channel and the holding again of PeopleSoft’s leadership summit, a success this year, in 2005.

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