Business cannot do it all themselves, not even Apple or Amazon, they partner - very, very carefully - with compatible businesses. Also, critically, they quickly get rid of partners who cannabalise their business/don’t work. But they don’t ever stop partnering. It is never a question of whether to partner or not, it is always a question of who with.
What do you do when need to grow your TMS business, when you, like BELLIN, already have 500 corporate clients with over 50,000 users in nearly all countries worldwide? You set up a partner programme.
BELLIN Partner Program
BELLIN, a global leader in technology for corporate banking and treasury, have been operating a Partner Programme for some time now. Axel Goedecke, who joined BELLIN in September 2017, currently serves as the Head of Partner Management. His initial mandate was to lead, further strengthen and expand BELLIN’s global network of partners. This is being rolled out in additional regions in the remainder of 2018 and into 2019. “The BELLIN Partner Program is a lucrative growth opportunity for existing and prospective partners to offer BELLIN’s treasury management solutions to their local market. We are an international company that now offers local fulfillment,” he comments.
The BELLIN Partner Program will provide ongoing sales support, certification programs, and access to demo systems for these other. Prospective partners will be aided with intuitive software accompanied by trained consultants through the entire implementation process. Upon certification, partners can act as remote sales representatives or integrate BELLIN products into their catalog.
André Scheffknecht, CSO of BELLIN, who leads the Global Sales channels believes that, “The BELLIN Partner Program leaps geographical hurdles by providing us with an indirect sales channel in markets where our direct sales teams are not located. The program enables our partners to offer a world class treasury solution to their local market.”
CTMfile take: This an important and inevitable development - all big TMS providers need to provide more if they are to survive - but it is not without its risks. Running and managing partners is a very different disciplin than running your own operating units and sales offices - just ask Apple’s Tim Cook. Will this BELLIN Partner Programme be followed by ones from Kyriba and ION?
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