‘We offer our software solutions to every corner of the world’: AVEVA global partner VP on new channel scheme
Bry Dillon discusses customer value, building assets, and success stories
In October, AVEVA launched its new partner track, named the managed solution provider partner programme (MSP programme).
This new channel scheme aims to provide partners of the industrial software vendor with the ability to create their own solution and allow them to market their offer commercially to their customers and the AVEVA’s install base, benefitting from further reach with a marketplace listing.
To better understand the new programme, its mission and who it is targeting, CRN sat down with Bry Dillon, AVEVA’s global partner VP.
“Our technology enables companies to design large plants and assets, such as factories and ships, and then build and operate them efficiently,” says Dillon.
“We help industrial teams to unify and visualise their data in a digital thread to help them understand how to boost efficiency, drive sustainability, and optimise supply chains.
“We achieve this with something we call ‘industrial intelligence-as-a-service’, while sharing information with partners, customers, suppliers, and regulators.”
Looking at 2025, Dillon says it will aim to “embrace [its] ecosystem more effectively.”
“We already have a strong and diverse network of partners, and next year we will focus more on supporting them to achieve their full potential to fuel even smarter and more accelerated outcomes for our customers.
“With a rich heritage of diverse partners, it's important for us to look at how each one can add as much value as possible for customers.
“Our partner ecosystem is a resource with a wide range of market and industrial expertise and through deepened engagement and knowledge sharing, we will create further customer value.”
The global partner VP also described the programme as being divided into different tiers; member, certified, and endorsed, the same across all AVEVA partner programmes.
“The Member tier is the first tier and provides a nurturing environment where we take partners through a solution envisioning workshop,” explains Dillon.
“Within this, we start defining their solution, a reference architecture and a go to market plan for their solution.
“To qualify as a member, a partner must meet certain minimum requirements, including complying with the AVEVA partner ecosystem member agreement, and aligning with AVEVA offers.
“The latter two tiers call for a few more requirements, with both needing partners to share at least one reference deployment per year with AVEVA.
“The certified tier is for partners that have at least one individual certified on our technology and where their solution has passed the solution readiness check.
“The endorsed tier underlines the most knowledgeable, committed, and focused partners who show the extra ability to embrace AVEVA technologies and have met specific engagement milestones.
“All three tiers offer partners a multitude of benefits, from access to AVEVA Kickstart services to partner ecosystem badges, through to support with marketing activities.
“Of course, the higher the tier, the more benefits available for partners.
Worldwide ambition
Dillon tells CRN that the main motivation behind the launch of this new programme is to “add true customer value” and “push for better outcomes for a more sustainable world.”
The Cambridge-based vendor will intend to make its programme available to its 6,000 partners worldwide.
“We offer our software solutions to every corner of the world and aim to achieve a true global footprint with our technologies,” adds Dillon.
AVEVA’s partner come from different sectors, the three main ones being sales & support, integration & service, and solution provider.
This new partner track is also the occasion for the vendor toi venture into the MSPs territory.
“As the MSP programme is brand new, it currently only makes up a very small percentage of our overall partner network.
“However, we are striving to scale and grow the programme as it aligns with AVEVA’s future strategy and CONNECT vision.
“We also hope for many of our existing partners to onboard onto the MSP Program, as they can enjoy the multitude of benefits it offers.”
Martin Jette, VP of partner sales, solutions providers at AVEVA, will be in charge of the MSP programme.
“With over 29 years of experience in the industrial software space, Martin came to AVEVA in 2021 with the acquisition of OSIsoft.
“He is a very experienced AVEVA leader, whose innovative and forward-thinking approach aligns strongly with the fundamentals of the MSP programme.”
2025 expectations and predictions
A key ambition for AVEVA’s partners is to see more of them move through the tiers of the programme, Dillon says, as well as gaining more visibility for the success stories.
“In 2025, we would like to see our partners focus on working their way from the member to the certified tier of the MSP programme, as well as more partners joining the programme in one of the higher two tiers.
“We would also like to see more partners sharing their success stories about how the programme has added to their customer value.
To this end, the vendor is currently working on a platform that would allow partners to communicate their successes and further embed them into AVEVA’s network.
“This will be encouraged by a platform we are currently working on called ‘AVEVA PartnerTalk’: an advocacy platform to allow partners to share these success stories, along with any tips and tricks which may be useful for others who are newer to the programme.
“It will also provide a place to encourage our partners to engage with each other and for their voices to be heard.
Beyond the partners, AVEVA is also looking to embed its own managed solution directly with its end user tier – machine manufacturers.
“We will also be proposing to our customer base of machine and equipment builders to add a managed solution to their offering on top of their OEM hardware to better manage performance, spare parts and optimal operating conditions; with the goal to better serve their end customer.
“These managed solutions create a new recuring revenue stream for the machine and equipment builders.”