Approach
With the move of sophisticated software applications to become commoditised or delivered as Software as a Service, there is a high reliance on a partner network to provide implementation, integration and consulting services around these products.
Zinnium represents innovative software solutions and manages a network of resellers, systems integrators and specialist consultants to satisfy client demand for cost effective solutions that are well supported.
The Zinnium approach includes the following criteria for the software we represent:
- Products have a strong reference base and recognised as leaders in their category
- Vendors committed to a vibrant and robust distribution network
- Skilled and competent staff that can support a reseller network at customer level with sales, implementation and training where appropriate
- Provide a proposition to resellers that provides early and profitable engagements by being able to call on distributor and vendor resources where appropriate
- Vibrant reseller network that provides geographical spread, appropriate technology competency and vertical industry experience
- Transparency and trust with vendors, resellers, systems integrators and end customers.
Business Model
Zinnium has an innovative approach to working with partners, vendors and clients.
Traditionally partners invest in training and education before being able to work with clients which represents a significant investment before achieving a return.Then there is the ongoing training and education in innovation and best practice.
From a vendor and distributor perspective, client implementations must be successful and that partners have the appropriate skills to achieve that outcome. On the other hand resellers and systems integrators have insight into customer requirements and issues that need to be communicated to the vendor. This requirement occurs in an environment that all vendors are moving to a distributed model to lower costs and provide higher returns on investment.
The client perspective is that they work with their chosen partner that understands their business and has the requisite business and technical skills. Importantly, it is recognised that their parner has a close relationship with the vendor to feedback product improvements. Simply, a symbiotic relationship between vendor, distributor, reseller and client is required.
The Zinnium Approach is to provide skilled and experienced staff either from its own resources or from the vendor where applicable to assist with implementations. This provides many benefits including:
- Practical transfer of knowledge to the partner in product capabilities
- Consistency in approach
- Dynamic feedback on product improvements from client, reseller and systems integrator
- Partners fast start with clear process for accreditation
- Provide flexible resource pool when required
- Relationship, trust and partnership
The Zinnium Approach is scaled and tailored to the specific needs of the partner and the client in terms of skill requirements and timing. This is particularly important as the products in which Zinnium is involved require a substantial spectrum of technical and business skills.