Pragma Systems launches channel partner program 13 November, 2006 By Chris Talbot

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Prior to the launch of its new channel partner program, Pragma worked with hundreds of resellers, but the relationships weren't managed by a partner program, said Andrew Tull, vice president of sales and marketing at Pragma Systems. The new program was designed to increase partner profitability and knowledge while also acting as a means to educate potential new channel partners on Pragma's offerings, he added.

"I'm a huge fan of the channel model and wanted to put something more specific in place," Tull said.

The new program is a one-stop shop for information about Pragma and its products, technologies, pricing, support, branding and other information. Pragma deals directly with its resellers rather than through a distributor, and Tull said the program offers no exclusivity for favourable treatment of anybody. Besides selling through the channel, Pragma also sells directly to customers, but Tull said that will change. His goal is that only high-touch customers will be dealt with directly, and almost everybody else will buy through the channel.

"We're looking for some folks who have some very solid and existing relationships with the key verticals that we're focusing on," Tull said. Those key verticals include retail, supply chain and warehousing.

Although the company has hundreds of channel partners, many of its partners are limited in what they order from Pragma, Tull said. While Pragma wants to support existing partners, it also wants to start working with resellers that may not currently be aware of the company's offerings or what it brings to the market, he added.

"We wanted to put some basis to what it is we're doing and build it up from there," Tull said.