This is a short interview with our new Head of Channel Operations, Jim Sykes, talking about VYRE's channel strategy:

Jim, can you tell us please why a channel strategy is important to VYRE and the company's growth?

VYRE has grown rapidly over the last few years, mainly through direct activity. At the end of 2008 the VYRE board made the decision to invest in channel, to help accelerate license growth through quality resellers, create an ecosystem of referral partners and expand regional coverage.

Can you please outline the VYRE channel strategy?

Basically the channel strategy falls into two clear areas. The major focus is for us to recruit resellers, who can sell, consult and implement our product. However in the early stages we will walk hand in hand with them through pre-sales, sales and consultancy to ensure they are successful.  Just as importantly this ensures that all of the projects are implemented successfully and we have extremely happy customers. So at present we are looking for companies with skills in the content management and digital asset management area, who wish to grow another revenue stream for their business.

The other area for partnering is building the eco-system of partners. This is all partners that we would touch throughout a sale. We have brand asset management companies, creative agencies, search engine optimistation companies etc. We wish to partner more formally with these companies and we are giving them a 10% referall fee for all prospects that they bring us that we close. Ecosystem partners will help to drive our prospects list.

Can you tell us about some early success stories please?

We have recruited Chapter26 as a reseller and we are in discussions with a number of other companies. We have recruited a number of ecosystem partners  including  MediaCo, who are an extremely successful search engine optimisation company.

Jim, you are VYRE's new Head of Channel Operations and you have been with us since the start of the year. Can you tell us a little about yourself, what is your background and experience?

I have been in the IT industry for 25 years. In my early years I carried out direct sales for IBM and Wang. However, in the last 15 years I have concentrated on the channel. I worked for Informix starting as a Partner Manager and eventually becoming Director of the Channel for Europe. I was then headhunted to become International Sales Director at a Business Process Management company called Metastorm. This was entirely about creating and building a channel for them. Over the last few years I have carried out consultancy for a number of IT companies regarding building a channel.

Many thanks for your time Jim.