The 3 Ps: What to look for when partnering with a software company

ottc_reg_lgWithin the world of enterprise content management (ECM), there is no shortage of software companies to partner with. The breadth and depth of opportunity can be overwhelming. To be successful – and to give your prospects the best experience possible – what should you look for in a business partner?

Our business partners, more than 400 of them, often say it falls to the 3 Ps: product, people and programs.

1. The Product:

As a reseller, you don’t want to be perceived as an outlet store. By carrying a single document management solution in your portfolio, your focus and expertise results in happier customers, improved service and a greater opportunity for overall growth.

Since its inception in 1991, Hyland has focused its development efforts on one single, industry-leading product: OnBase. We’ve dedicated over a millennia of time to create a mature solution that can address all of your customers ECM needs with an investment in just one product.

2. The People:

As Mike Thomas, director of Solution Development at AMS Imaging, explains, “Hyland’s not looking for us to go out and sell software just for the sake of selling software – we’re all aligned towards delivering solutions that produce value for clients.”

Hyland is a true partner in your business. To help you succeed, we dedicate an exclusive team of account managers, inside account teams and specialized vertical managers to our channel. By working hand-in-hand with resellers from day one to develop both your OnBase and industry-specific solution knowledge. Our dedication to our channel partners is why Business Solutions Magazine recognized us as the 2014 Best Channel Vendor for ECM.

3. The Programs:

Look for a company that stands behind its product. Not only in research and development, where we reinvest 15% to 20% of our revenue each year, but in terms of ongoing training for partners and customers.

From initiation into our Partner Development Program to your first OnBase sale and throughout the entire course of your partnership with Hyland, you see and feel a true investment in your success. And you have support every step of the way with tools like an online lead management portal, regularly scheduled and on-demand training, an annual Team OnBase conference, a committed channel marketing team, an online community of customers, partners and Hylanders, and more!

And though we agree that these 3 P’s are a piece of the foundation on which successful partnerships are built, we add a fourth P that makes partnering with Hyland truly unique: passion. The passion for providing customers with innovative, value-added solutions. Passion for our resellers’ success. Passion for fun (that is, if you find an annual user event with pool parties and karaoke fun).

If you’re interested in taking your success to another level and learning more about how you can become an OnBase Authorized Solution Provider, visit us at OnBase.com/Partners.

 

Eric Miller

A six-year Hyland veteran, Eric is a manager in Hyland’s sales department. He leads a diverse group of successful Channel Account Managers that is responsible for recruiting and onboarding new partners, as well as managing relationships with existing partners to grow their businesses year over year. A significant portion of Eric’s time is also dedicated to training partners on how to sell OnBase by establishing strategic business plans, increasing software sales forecasting accuracy, and strengthening their product and solution knowledge.

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