18 Aug 2006

Interview with Infopia CEO Bjorn Espenses

Posted by Axel Schultze

Infopia tried to develop a partner channel early on but faced great challenges. Even so the product is zero touch and easy to onramp a customer, channels wasn’t ready. In more complex projects they actually pulled in some VARs who helped to integrate Infopia’s ecommerce products into the customers on-premise IT world.
Now in a very recently new attempt to collaborate with partners they had more success. In a large project Infopia collaborated with a new partner and actually demonstrated great success for all participating parties.

Infopias sales organization is structured so that all business below $50k goes through inside sales and above through field sales. If partners are involved in a business Infopia provides both contract option: Customer signs partners paper or Infopias paper.

Bjorns advice: Since the partner model is so different due to the recurring revenue model, partners and vendors do need to fully understand the value chain in that business.

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