Partnerware Drops ASP Model, Moves To Enterprise Installations

Partnerware

The Austin, Texas-based developer now plans to implement its software at end-user sites because it allows for more flexible and customizable solutions, said CEO Donna Troy.

"We found in the ASP model that a one-size-fits-all model didn't work. Everybody's business processes are different," Troy said. "We've redesigned to configure anyone's processes into the software."

Many manufacturers have disconnects between their channel initiatives and other systems within their organizations, which lead to unsuccessful channel programs, Troy said.

"In a lot of engagements, it's not the announcements of channel programs that counts, it's the ability to deliver them. Usually there's no real process to deliver them," she said.

Partnerware's new solution is called Total Channel Experience (TCX) and comes in two forms: TCX Foresight, the business process planning and benchmarking services, and TCX Insight, the software for the execution and measurement of channel programs.

The two parts work in concert to ensure that Partnerware's solution meets its objectives, she said.

Later this year, Partnerware will likely look for third-party service providers to help with customers' process evaluations and planning.

Implementations will take between 90 days and 120 days, depending on existing systems, Troy said.

Partnerware's application architecture was completely rebuilt using Java beans platform, Troy said.

"All the interfaces are published interfaces to servers. It's the same API, XML," she said.