Hummingbird calls for smaller solution providers

Canada-based Hummingbird is seeking specialized channel partners to market
and integrate its Enterprise Content Management (ECM) solution in the SMB space.
ECM is a suite of Content Lifecycle Management (CLM) solution with an ability to
capture, create, manage, review, distribute, publish, store and preserve
business content in an organized manner.

The company has been operating in the country with partners like Infosys,
Wipro and Datamatics. However, these big partners do not focus on smaller
companies and hence Hummingbird is in search of smaller solution providers to do
business in the SMB segment.

"There are a lot of challenges involved in managing big partners. They
carry a lot of products in the same basket. Besides, the employee turnover is
also high," said K Bala, GM, Asean/China/India, Hummingbird.

According to Bala, the company already has a few small partners like ISG and
Sundarma Infotech, but would like to add more as long as they are capable,
committed and loyal to the company. "We are also looking at partners who
specialize in specific verticals," he added.

The decision to expand its partner base is also triggered by the growing
business opportunities that the company is seeing in the BPO and BFSI segments.
Since the time Hummingbird started operations three years ago in the country, it
has mainly done business in areas like legal, corporate legal, manufacturing,
oil and gas and automobiles, with more than 60 customers till date.

According to Bala, ECM is competitively priced and is the lowest in terms of
total cost of ownership. Besides, the product also promises a clear
demonstration of the ROI in every module.

ECM is an easily deployable solution for any kind of vertical where
information is critical. Implementation time is usually from one to three months
in a complex environment or else it is less than one month. According to the
company, it manages both structured and unstructured content and lowers the
total cost of ownership.

NELSON JOHNY