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by David R. Brousell, MA Editorial Staff Posted on Wednesday, February 01, 2006 9:00:00 AM Sign Up to receive Daily News Alerts in your E-mail Inbox    | Abstract: | After a year in the job as president of IFS's North American operations, Cindy Jaudon says her chief priorities for 2006 will be growing revenue, developing the company's new partner channel, increasing market share in a number of vertical industries, and rolling out a major new version of IFS's application suite later this year. |
A focus on growing the top line in any business may seem axiomatic, but for IFS it is a step that follows many months of rethinking and restructuring its business. Grappling with declining revenues and losses in a market undergoing significant consolidation, IFS about two years ago began to change its sales strategy to rely more on channel and partner sales. One of Jaudon's key objectives after becoming head of North American operations in late 2004 was to build out that strategy during 2005. In its third-quarter January to September 2005 report, parent IFS said that the change in sales strategy had resulted in partners generating 25% of new license sales for all of IFS during the preceding 12 months, up eight percentage points compared to the like period a year before. In North America, Jaudon says, results were even better -- 35% of new business came from the channel, compared with low single digits before. In North America, Jaudon says, IFS now has three master distributors, which target companies with revenues of $150 million and below, and contracts with nine value-added resellers. "We're still in the build-out stage on the VAR level," Jaudon said in a briefing with MA. "We're in negotiations with three or four more." [Click to continue] |
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