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SAS, a global reference in Analytics, announced the strategies of the Channels and Alliances area defined for 2019. In addition to strengthening its presence in strategic markets, both in Brazil and in Latin America, SAS will place more emphasis on the training of partners, including training in sales, pre-sales and implementation of solutions.
One of the news for 2019 is the Reseller Acceleration Program. In this program, a specialized partner is responsible for hiring professionals to work in markets where a certain industry does not yet have SAS, which helps to generate demand and train these resources to work in that specific market.
2018 Results
In 2018, the area recorded a 44% share of these partners in Brazil and 50% in Latin America in its new business revenue. The telephone, banking and insurance industries were the most expressive in the results of the area, which currently has a team of 51 partners, 10 of which are active in accounts linked to the government.
This result is due to the work started in late 2015, when SAS structured the channel program, working directly with accounts linked to the public sector, responsible for most of the 2016 results. In the following two years, the company started to invest in the development of partners for the private market, which included extensive training, through face-to-face and online training, such as alignment meetings, bootcamps and webinars.
“Our work today is increasingly focused on specialization. For this reason, we chose to work with partners who are highly qualified in a certain category of analytical solution or in industries in which SAS needs to expand its capillarity, so that they are 100% prepared when talking to customers ”, explains the director of Channels and Alliances of SAS Latin America, Daniela Fontolan.
New operating model
According to Daniela, in 2019 the company intends to operate under a new customer segmentation model, one of which is aimed at the most strategic accounts of SAS. "Among the other two, one of them refers to accounts linked to the financial sector and the other to other sectors, together with the public sector", says the director.
The sale of part of the solutions will continue under the MASP (Managed Analytics Service Provider) model, referring to the lowest cost offers, sold in the form of services (as a service) to customers who do not have the necessary infrastructure to support more robust options. In this model, the partner has its own solution, based on SAS technology at the time of delivery. The X-SP model will also be used, in which the partner will use only SAS solutions to provide a service to customers.
One of the news for 2019 is the Reseller Acceleration Program. In this program, a specialized partner is responsible for hiring professionals to work in markets where a certain industry does not yet have SAS, which helps to generate demand and train these resources to work in that specific market.
2018 Results
In 2018, the area recorded a 44% share of these partners in Brazil and 50% in Latin America in its new business revenue. The telephone, banking and insurance industries were the most expressive in the results of the area, which currently has a team of 51 partners, 10 of which are active in accounts linked to the government.
This result is due to the work started in late 2015, when SAS structured the channel program, working directly with accounts linked to the public sector, responsible for most of the 2016 results. In the following two years, the company started to invest in the development of partners for the private market, which included extensive training, through face-to-face and online training, such as alignment meetings, bootcamps and webinars.
“Our work today is increasingly focused on specialization. For this reason, we chose to work with partners who are highly qualified in a certain category of analytical solution or in industries in which SAS needs to expand its capillarity, so that they are 100% prepared when talking to customers ”, explains the director of Channels and Alliances of SAS Latin America, Daniela Fontolan.
New operating model
According to Daniela, in 2019 the company intends to operate under a new customer segmentation model, one of which is aimed at the most strategic accounts of SAS. "Among the other two, one of them refers to accounts linked to the financial sector and the other to other sectors, together with the public sector", says the director.
The sale of part of the solutions will continue under the MASP (Managed Analytics Service Provider) model, referring to the lowest cost offers, sold in the form of services (as a service) to customers who do not have the necessary infrastructure to support more robust options. In this model, the partner has its own solution, based on SAS technology at the time of delivery. The X-SP model will also be used, in which the partner will use only SAS solutions to provide a service to customers.
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