Syspro is working to change its channel. In an interview this week, Geoff Garrett, CEO of Syspro USA said, “We are disrupting our channel a bit. We are pushing them to become a bit more professional.”

Garrett assumed his job in May after Syspro acquired Syspro US, the distributor that handles products in this country for 31 years. Syspro made the move because of the important of the U.S. market. “Although we are a global business, we hadn’t integrated ourselves,” he continued.  Garrett said resellers need to adopt to sales  which are made increasingly to C-level executives instead of IT. The company has 75 partners and Garrett wouldn’t mind seeing some consolidate, but still plans to bring on some new VARs. Syspro also needs to adopt to the need for reseller specialization in its manufacturing sector. He said. “We have been pushing our channel to move down the path of specialization." In addition, it needs to enlist more ISVs to handle products that address developing technologies—Garrett gave blockchain as one example. To spur the change, Syspro USA is investing in training and investing in marketing to reach the correct audiences. “There is a lot of refreshing of content,” Garrett said. The company has also retooled its channel management, tripling the size of the sales organization. “Their job is to the partner grow the value of their business,”  he added. While Syspro will incent resellers to step into territories in which has no dealers, the sales team will address prospects there rather than let territories go undeveloped. Still, the main lesson for the account executives is their job is to help the channel grow faster, Garrett said.

Last modified on Thursday, 23 January 2020
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