Product category:
PLM and collaboration software
News Release from: Siemens PLM Software
Edited by the Engineeringtalk Editorial
Team on 03 October 2005
Programme brings PLM to mid-size
manufacturers
UGS Corp has devised a new global channel programme focused on deploying enterprise-level PLM to mid-size manufacturers through expanding its partner capacity by 50% by the end of 2006.
UGS Corp has devised a new global channel programme focused on deploying enterprise-level PLM to mid-size manufacturers through expanding its partner capacity by 50% by the end of 2006 In 2004, UGS' global channel generated approximately 20% of the company's total revenues
This article was originally published on Engineeringtalk on 22 May 2003 at 8.00am (UK)
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Solid Edge digital product development software is part of the UGS Velocity Series portfolio.
A key component of UGS' newly announced mid-market strategy along with the new UGS Velocity Series portfolio is the company's new global channel programme, designed to meet the needs of mid-size manufacturers who want to buy from locally recognised resellers that provide exceptional service.
Partners in the new UGS channel programme can sell UGS' entire suite of products, including portfolios like the UGS Velocity Series as well as individual products like NX software and the new breakthrough cPDM product - Teamcenter Express.
Mid-market product portfolios like UGS Velocity Series help resellers provide solutions that are easy to buy, install, deploy, use and support.
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Teamcenter Express, the core of the portfolio, has been designed to manage data from UGS and competing CAD design tools.
Given this, the UGS global channel programme is designed to support resellers that couple Teamcenter Express with NX and Solid Edge from UGS, as well as provide the opportunity for resellers of other CAx solutions (AutoCAD, Inventor, Catia, Pro/Engineer etc) to offer leading PLM solutions to their customers.
"UGS is the only company that offers an integrated portfolio of PLM solutions, from mid-range through high-end, completely scalable, integrated, and managed by a single cPDM solution", said Kerry Grimes, Vice President, Mid-Market and Global Channel Sales, UGS.
"Our 300 UGS channel partners are differentiated from every other partner in the PLM marketplace today".
"They have more flexibility and are better positioned to meet the needs of mid-size manufacturers".
"Our partners now have access to our complete integrated portfolio of solutions to better serve this market".
"UGS is clearly displaying thought leadership as they expand their current channel programme into a value-based, global programme", said Monica Schnitger, Senior Vice President, Market Analysis, Daratech.
"UGS is the first company we're aware of to allow nonexclusivity for their reseller channel".
"They are obviously listening to partners and responding to their needs".
"The new UGS Velocity Series portfolio was created to meet the needs of mid-sized manufacturers and the global channel programme will be attractive to resellers who expect Programme elements that allow for additional benefits at higher levels".
"Teamcenter Express is the pivotal product within the new solution and the key to recruiting additional partners; it allows VARs to join the UGS global partner programme while still representing multiple CAD products, thus not linking themselves to one vendor".
"Under its new sales leadership, UGS is making solid progress in formalising a strong indirect channel and mid-market strategy", said Ulrich Herter, CEO, Incat.
"We have seen UGS aggressively pursue new concepts in partnering".
"We believe that these UGS initiatives will allow companies like Incat to innovate and expand their efforts with an eye toward the UGS product suite".
UGS did extensive research with existing partners and industry channel leaders to design its new channel programme.
Based on this feedback, the new programme is one global, integrated, multi-level, value-based channel programme that replaces existing regional and product specific programmes.
UGS will measure and award value points in five key areas: sales growth, business process, training and certification, customer satisfaction, and marketing alignment.
Partners will receive additional product discounts or commission, market development funds and rebates based on the level attained.
The programme will provide certification and training on all UGS products to assist partners in establishing expertise in new technologies, deliver service excellence and attracting new business.
"This new programme helps UGS and our partners better serve the market with one scalable structure", said Grimes.
"We are looking for quality, not quantity, and will reward partners based on their viability, capability and commitment to growing the business".
"For the first time, UGS is offering certified resellers exclusivity when dealing with customers of a certain size".
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