Dralasoft Adds Resellers To BPM Channel Mix

As it turns out, the push to enable services-oriented architectures (SOAs) has given a new lease on life to ISVs whose software maps out the complex dance of rules, procedures and interactions of people and computers. That's because in a services-oriented world, businesses must understand which functions span across the organization and then design both repeatable and reusable processes that can be loosely coupled to mirror business operations.

As a result, BPM vendors offer an increasingly strategic tool for solution providers designing and building IT infrastructures that can adapt to changing business needs.

One such BPM company is Dralasoft. Until recently, this BPM pure-play has restricted its channel efforts to ISVs and OEMs embedding its rules-based technology into their own software. Now Dralasoft, Westminster, Colo., wants to add resellers to its channel mix and has inaugurated its first reseller program.

Designed and managed by The VAR-City, a Dallas-based consultancy that oversees all aspects of its customers' channel efforts, Dralasoft's reseller program will comprise authorized and certified tiers.

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According to Ken Beam, founder of The VAR-City, each new partner will enter the program as an authorized reseller, with 20 percent margins. After successfully completing one customer implementation, the reseller achieves certified status.

BPM vendors offer an increasingly strategic tool for solution providers designing and building IT infrastructure that can adapt to changing business needs.

"We are taking the certifications out of the hands of good test takers and associating that level with a successful, live event," Beam said.

As soon as the partners become certified, resellers receive 30 percent discounts, and when they exceed their quarterly quotas, they earn 5 percent rebates retroactive for the entire quarter. At the same time, quota-exceeding resellers will receive an additional 5 percent in market development funds, which they must use within 180 days, Beam said. Resellers that exceed their quotas for two consecutive quarters automatically receive these bonuses for the next two quarters.

Dralasoft named eVentive as its first reseller partner. A Chicago-based systems integrator focused on CRM, eVentive sought out Dralasoft two years ago after first deciding the software provided the best combination of features, implementation speed and ease of use.

"Their willingness to commit to us and support us has been a big plus," said Dana Bailey, eVentive's COO. "And I like that the product is embeddable because we need something that fits well in a [customer's] disparate environment."

Dralasoft hopes to have 10 resellers recruited by year's end. "We want to have controlled growth because we never want to exceed our ability to give [resellers] proper support," Beam said.