Changes in the partner model at NOAD: More emphasis on availability of local expertise

Maarn, September 14th 2007

Before the end of 2007 NOAD will introduce a new distribution model. One of the reasons for this is the increasing demand for local EQM expertise. The trend of IT outsourcing has reduced the presence and availability of Business Objects and EQM expertise on the customer's working floor. At the same time Business Objects and EQM have undergone radical changes. Both applications offer new functionality and require specialist knowledge when implemented or geared to specific customer needs.

NOTE: If you are an existing partner you may download the New 2008 Partner Model by logging into the Partner Support Center, there is link on the home page as well as the Partner's Download section.

Current situation
The current NOAD partner model is based on the initial strategy for market penetration, based on insights from NOAD’s start-up phase at the beginning of this century. Today, the world has changed and over time several NOAD partners have changed their focus from either software sales to solution sales or vice versa. These policy changes on both the reseller and vendor part call for a review of existing agreements. Until today, the existing partner agreements have not led to a practical difference between reselling and consulting partners. Both types of partners can sell and implement the NOAD software, regardless of the initial service or product focus.

New situation
To meet the customer demand for local EQM expertise, NOAD will offer technical and functional training sessions to partners on a regular basis. With the introduction of EQM4 for Business Objects XI, extra attention will be given to the differences between the old and new EQM. Also specific technical details that apply to EQM4 will be reviewed. The technical and functional training aims to enable partner consultants to independently install and configure EQM4. This training also influences the relation between the partner channel and NOAD.

Partner status: Authorized Implementation Partner (AIP)
Organizations that have an existing partner agreement with NOAD can opt for the ‘AIP status.’ AIP is an abbreviation of Authorized Implementation Partner. To become an AIP for NOAD it is necessary to have at least one consultant certified in NOAD software. Each year NOAD will publish a list with training dates specifically targeted at partners who want to certify their consultants in NOAD software configuration and implementation. Partners that become AIP automatically become VAR also. For more information on training dates please log on to the support center.

Partner status: Value Added Reseller (VAR)
This type of partnership has a lower threshold than AIP and is especially intended for partners that want to sell and distribute the NOAD EQM software. Under this partnership there will be no direct need for the certification of consultants, since implementation services are explicitly excluded from the partnership. A basic understanding of the functionality of NOAD EQM is still required however. This is to ensure that potential customers will be informed correctly about NOAD software. For that purpose marketing material among which trial versions for demonstration purposes will be issued to the partner. In due time, NOAD will train sales and presales from partners in a separate program.

The new partner and distribution model will start in 2008. If you have any questions or if you are not a NOAD partner and would like to become one, please feel free to contact us. If you are an existing partner you may download the New 2008 Partner Model by logging into the Partner Support Center, there is link on the home page as well as the Partner's Download section.

Kind regards,
Paul van Geldorp
Director of Operations