Autodesk Upgrades Channel Partner Program

Vendor restructures partner levels, adds deal registration, pre-packaged services.

Autodesk Inc. recently revamped its channel partner program, urging resellers to shift away from focusing on vertical industries to adopt a more customer-centric strategy, a modification the vendor believes will help its solution providers better differentiate themselves in the market.

The company, which makes computer-aided design (CAD) applications, said that the upgraded channel program provides participants with greater access to products, a simplified tier system, bigger rewards and more online training opportunities.

Autodesk rolled out the changes to its channel program as it brought out the 2011 version of its AutoCAD software along with new releases of software for building design, infrastructure, construction, and manufacturing.

Officials said that partner program members will be segmented by three tiers, namely, Gold, Silver and Bronze, and authorized to sell a broad array of software rather than required to attain individual authorizations for each product sold as the vendor previously demanded.

Gold and Silver partners must specialize in at least one area among architecture, engineering and construction, manufacturing, and media and entertainment. Bronze partners are directed to more horizontal solutions.

Autodesk said that changes to the channel program were driven by a growing need among its customers worldwide for solutions that crossed industries. Many of its solution providers are highly specialized and lacked the proper Autodesk product authorizations to address customers whose needs bridged multiple industries.

“We are committed to continue seeking new ways to help our partners provide sustained value to our end customers,” said Ken Bado, Autodesk executive vice president, sales and services.

“We are, therefore, providing our channel partners more product access, better tools, resources and the support necessary for them to grow and maintain a healthy business.”

New learning center, online certifications

Autodesk said that it is launching a “global command center,” called Autodesk Learning Central (ALC), to manage its partner learning activities.

The vendor said that through the ALC it is adding four new online certification programs for manufacturing, architecture, engineering, construction, media, entertainment and general design.

Officials said that online classes will be available in nine languages, defined for specific roles within a partner organization and tailored by region, industry and partner needs. More than 6,000 Autodesk partners already have participated in training activities, officials said.

Autodesk also streamlined its deal registration program and significantly upped the percentage reward for partners securing new accounts.

The vendor has also added a collection of 10 pre-packaged, turnkey consulting services, providing channel partners with standard, repeatable service offerings to help maximize the value of Autodesk solutions.

Officials suggested that the changes to the partner program will smooth the process for working with channel partners.

“The success of our business depends on the success of our partners,” said Bado. “We’re confident that our new partner program framework will make it even simpler for partners to work with us and will provide great value to their businesses.

TAGS: channel program,channel partners,Autodesk,AutoCAD

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