ESS scouts for partners

Eastern Software Systems (ESS) has launched a campaign to strengthen its
channels route. It is seeking partners who want to get into the ERP space or who
are already existing players in this space. ESS will also approach some partners
of competing ERPs who had dropped out of this business because of the loopholes
in the model.

The company's market research points out that the existing channel of ERP
companies are finding it difficult to sustain their business, considering the
inherent lacunae in the business and delivery model of these partnerships. A
major share of the product license revenues are typically cornered by the
product owners, whereas the partner is left with the tough task of implementing
with hardly any margins left for them.

Anil Bakht, MD, ESS said, "We are offering a partnership model where a
partner will only be required to refer the leads through its last mile
connectivity, whereas ESS will bring in their product licenses and the
knowledge/implementation infrastructure. This coupled with much better
commissions is a win-win situation. The partners end-up making more money in
lesser time and with much less effort which was required if they were also
implementing the ERP themselves. The model will bring in commensurate rewards
for both."

"The existing model where partner does the implementation and the product
companies corner the majority of product license revenue, does not utilize the
strengths of its entities and ends up as a win-loss situation in favor of the
product owners. The partner's strength typically lies in their last mile
connectivity (their reach to the end-customer)," he added.