After bad financial results earlier this year, Sybase has appointed a vice president dedicated to the channel while new chairman Mitchell Kertzman insisted the company is committed to an indirect model.
Speaking at the Sybase users' conference in Barcelona on Tuesday, Kertzmann hinted that its financial results for the third quarter, out tomorrow, will show a return to profitability.
He said: 'We've changed our operating model so we can move more of our product through partners and indirect channels and get our direct sales force to focus on building relationships.
Kertzmann has hired Pierre Violo to be VP of the channel strategy in Europe. He started three weeks ago and outlined his plans to grow the indirect part of Sybase business to 40 per cent by the end of next year.
Violo said: "We've realised we're relying far too much on our direct sales force. If you take all the layers in the company, the corporation is committed to making the channel successful."
Violo will introduce different incentives for the direct sales force which will reward them on the basis of channel sales and said the new plan will go live on 1 January next year.
He said channel growth will come through business with telcos and other vertical markets. His three propositions for channel growth include pushing Sybase as advanced technology, particularly in the Internet arena, committing that it will not compete with Vars to take application business and providing evaluation products, training and a dedicated channel site.
Violo admitted that acquiring a channel will help Sybase to increase its market share and to reduce costs. But he said that the money its partners will make because of the technology will create market pool.
"Our next proposition is to invite all partners to sessions like this one," he said. "We've invited 200 partners to this sesion and will give them special training programmes." He said Sybase would concentrate on growing channel partners in specialist partners to avoid conflict.
Climate change likely forced inhabitants of Indus Valley civilisation to resettle in the Himalayan foothills
Shift in weather patterns made agriculture almost impossible in the Indus Valley region
Researchers claim that the magnetic properties of a thin-film material can be controlled by applying a small voltage
Dubbed Antlia 2, the ghost galaxy sits just 130,000 light-years away from the Milky Way
Delays to the roll-out of age verification for adult websites hasn't stopped government from considering extending them to more websites