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Epicor embarks on partner recruitment drive

ERP vendor unveils new strategy to drive growth and expand channel generated revenue

Epicor aims to double its channel generated revenue within the next two years, says Deane.
Epicor aims to double its channel generated revenue within the next two years, says Deane.

Epicor Software Corporation, a global provider of business software solutions for manufacturing, distribution, retail and services organisations, has announced a new plan that will see it recruit new channel partners across the EMEA region.

The fine-tuned channel strategy, which is part of its broader initiative for the EMEA market, will see Epicor sign up partners in key markets that include: France, Germany, Russia and Benelux. In addition, the company is also aiming to further boost its channel footprint in the Middle East and South Africa.

Epicor said it will be looking at recruiting partners that already have ERP experience, with knowledge of the larger systems such as SAP, Oracle, Infor and some Microsoft solutions.

The ERP solutions vendor pointed out that it has recruited several new channel managers and a channel marketing director to support the  expansion initiative.

"We have invested in our channel organisation in readiness to support our expanded strategy and to be able to work more closely with our partners across EMEA on new business development and implementations," said Keith Deane, senior vice president for Epicor EMEA. "Our goal is to at least double our channel generated revenues within the next two years. To help us achieve this we need to recruit a number of new partners in our key markets, and boost the breadth of experience we have within the channel in other markets."

Deane said the company is looking for partners that are committed and are in the business for long-term, and want to make a real difference to their clients' businesses. "To help them achieve success we are offering compelling ERP solutions with a comprehensive and structured enablement programme," he said.

James Frampton, channel vice president for Epicor EMEA said: "Our sweet spot is within manufacturing and distribution but Epicor is also a great fit in other industries so we are not only looking for partners with manufacturing or distribution experience, but also those who have expertise within other industries or niche domains."

Frampton added: "We are not changing the strategy of only recruiting a select number of partners. Unlike some of our competitors, we don't want a large channel that leaves resellers to compete against each other."

He said Epicor offers "true" partnerships, often with some sort of specialism, perhaps domain or vertically driven or to cover certain geographic areas.

He added: "It is critical to us that the partners we select to work with become successful and we understand that this includes achieving a good return on their investment within a reasonable amount of time. We therefore invest an increasing amount of time and resources with partners that have the right attitude and aspirations for success, working closely with them as an extended sales force."