Intentia names Nutter as channel boss

Stockholm-quoted enterprise solutions provider Intentia has appointed Mike Nutter as vice president of its partner channel in Europe, Middle East and Asia. The company has also unveiled its business partner Jump Start programme.

  • E-Mail
By  Stuart Wilson Published  April 3, 2006

Stockholm-quoted enterprise solutions provider Intentia has appointed Mike Nutter as vice president of its partner channel in Europe, Middle East and Asia. The company has also unveiled its business partner Jump Start programme. Intentia plans to make its Java-based enterprise application suite available through both direct and indirect channels as part of its distribution and customer service strategy to drive momentum in high growth industries and countries. “We have come a long way since I first introduced the concept of a blend between direct and indirect sales to Intentia, with many strong partnerships formed across the region to date,” said Intentia CEO Bertrand Sciard. “Today’s announcement formally enforces our message that we are committed to and focused in developing our channel partnerships. The magic of any channel programme is to join with the right partner and get them in front of a customer to exchange a solution based on their specific needs and infrastructure. We are confident that we have set in place the right tools, processes and personnel to make this happen,” he added. Nutter has 15 years experience at Intentia and will head a team of 20 people across the region to drive the vendor’s indirect sales strategy. Intentia hopes to generate 30% of its licence revenues through the channel by 2008. The Jump Start programme is intended to broaden Intentia’s geographic reach across the region and add value for customers by giving them the opportunity to work with local partners that have extensive knowledge of specific vertical markets. According to Intentia, customers will be able to access a high level of expertise in supply chain and business intelligence applications as well as specific knowledge in core vertical industries with complex supply chains, such as food and beverage, wholesale distribution and fashion. Partners that qualify for the Jump Start programme will receive a start-up kit including price lists, catalogues and product information; training at Intentia University, including seminars, classroom instruction and web-based learning; and the opportunity to earn Intentia certification. Other benefits include pre- and post-sales support, the use of Intentia marketing kits, a joint marketing programme, dedicated sales support and sales leads for qualified partners. Additionally, sales tools will be made available, such as competitive analysis support and free online product demonstrations. Intentia recruited 23 new partners during 2005 and is targeting a further 50 during 2006. The vendor hopes that its partner community will play a pivotal role pushing its enterprise application suite into its core target markets — in particular food and beverage, fashion, wholesale distribution and asset maintenance.

Add a Comment

Your display name This field is mandatory

Your e-mail address This field is mandatory (Your e-mail address won't be published)

Security code