Above All Beefs Up Partner Effort

Based in San Mateo, Above All Software offers tools to assemble and model the composite application components of a services-oriented architecture. Now the company has expanded its marketing and training programs to include systems integrators in its channel efforts.

"We need to show them how to generate revenue," said Jon Temple, Above All's CEO and president. "We will invest comarketing dollars, build tailored campaigns with them and offer free, indepth training."

According to Sanjay Sarathy, vice president of marketing for the SOA tools company, Above All will tailor campaigns for each solution provider partner, regardless of that partner's size. "We will hook them up with our marketing people to build custom, marketing campaigns specifically for what they want to achieve out of the relationship," he said.

In addition, the company will offer a variety of training and certification courses, free to as many people the solution provider wants to attend. "A lot of regional and national systems integrators are either retooling themselves as an SOA-enabled practice, or building a separate SOA practice within their companies. I don't want to put the cost of training in the way of generating an ecosystem," said Temple. Courses include Webinars, and a one-day introductory course, a three-day indepth program and a two-day "deep dive," said Temple.

Temple said the company has developed a number of business models, including assisted selling programs that want to work with Above All's sales reps. Above All offers 40 margins to resellers and a 15 percent margin influencer's fee.