Next up at the Alteryx Influencer Summit a discussion of their partner program and strategy. This strategy has three parts:
- Enable technology partner ecosystem and engage their user base
- Extensibility partners like Qlik, Tableau, Revolution, Salesforce
- Big Data infrastructure partners like Teradata, cloudera, Pivotal, Hortonworks etc.
- Some of these are go to market partners – Qlik, Tableau, Datasift and Revolution – while some have joint account work and some are more just about connectivity.
- Land and expand through VARS – value added resellers
VARs used to be very data-centric, bringing industry-specific data or expertise to the conversation, but increasingly these VARs are also VARs for Tableau and Qlik.
- Create large opportunities through SIs and analytic consultants
Both boutique specialty analytic consulting firms and the analytic divisions of big SIs.
This partner ecosystem is important to their sales growth and new customers. They continue to target recruitment of new partners including master resellers in a geo, helping partners explicitly generate demand for the joint solution, and educating partners to help them develop revenue.
Their increasing array of partnerships with analytic consultants is also driving larger high ROI deployments. These consultants often start off as small customers with a few internal users. Over time they become partners and drive larger scale deployments to industrialize their own analytic IP and modernize their whole analytic capability. In addition some of these are well established selling large enterprise deals and are beginning to drive large Alteryx sales in this same way.