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InVision plans channel push

by Stuart Wilson, Tuesday 29 April 2008

InVision Software has restructured its indirect sales operation and created a dedicated channel and alliance management division. InVision, which provides enterprise-wide workforce management solutions, will concentrate on channel expansion with an initial focus in the EMEA region.

Peter Bollenbeck, CEO at InVision Software, said: “Until now, we have worked primarily on a project-by-project basis with various, mostly local distributors and system integrators. We would like to intensify and expand these cooperative ventures.”

“Through the channel and alliance management division, we will now be investing significantly in order to solidify our existing national and international partnerships and to seek out new distributors in an effort to more quickly penetrate other local markets and additional industries,” continued Bollenbeck.

The expansion of InVision’s distribution channel in EMEA will pay particular attention to Scandinavia, Eastern Europe, South Eastern Europe, Africa and the Arabian Peninsula. Once the EMEA expansion is complete, InVision then plans to turn its attention to APAC and the Americas.

In all these regions, InVision is expecting to partner with companies primarily in the retail, call centre, transport and logistics industries. InVision is currently looking for distributors above all in those countries in which it does not yet have branches. Existing distribution partners will continue to be supported by their current InVision contacts while this support is consolidated into the new channels division.

InVision is also promising to pay attention to channel marketing and sales support alongside partners. As well as beefing up its distribution channel, InVision also plans to focus on its strategic alliances with global systems integrators and consulting firms.

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