English Intranet Vendor Claromentis Going In On A Channel Strategy


Like many Intranet software companies formed before the era of digital transformation, Claromentis has extended its business into the broader 'digital workplace' category. Now the U.K.-based vendor is extending its sales organization to embrace a true channel strategy.

The industry trends that encouraged diversification of its portfolio beyond web-based document management are driving the company toward working with more partners to scale sales and branch into new geographies, said Nigel Davies, a founder and managing director of the company.

"As our industry is becoming more specialized, we're looking for partners with particular industry-sector expertise," Davies said.

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While the company, headquartered in Brighton, has maintained a direct sales structure for more than 15 years of organic growth, over the last five years, it has engaged with three partners—in Australia, Singapore, and Canada—to service customers outside Europe.

Claromentis sent business to those resellers, however, and did little to formalize the relationships.

"With our existing partners, we always generate all the leads, whereas what we're looking for is someone who has some presence in the marketplace," Davies said.

In the past, Claromentis partners were enabled mostly just through content on the vendor's website, he said.

The new channel program will support partners looking to train staff to deliver different kinds of services across multiple Claromentis products: the Intranet platform, business process management, e-learning, or a new social project management platform.

That program, formalized over the last six months, also introduces clear commission structures, Davies said.

Barclay Martin, a Canada-based consultant who's been reselling Claromentis, first through FiveHT Media and then independently, said Claromentis already has a good sense of how to meet the needs of partners and support them in the market.

"As a reseller, I feel confident and supported by an enthusiastic and positive team of people who are invested in my success," Martin told CRN.

The turnkey nature of the products gives Claromentis a strong competitive position, he said. A comprehensive set of apps delivers solutions that are quick and seamless to deploy.

"They make my job easy," Martin told CRN.