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TIBCO Names a Channel Chief

By Mike Vizard on August 22, 2020

TIBCO this week announced it has appointed Tony Beller to be its senior vice president of worldwide partner ecosystems and OEM sales.

The three primary goals the provider of integration and analytics software is trying to achieve is an expand the TIBCO ecosystem, accelerate adoption of emerging innovative technologies, and improve overall customer success, says Beller.

As part of that effort TIBCO will also be focusing more of its channel efforts on vertical industry segments that have not been as adversely impacted by the economic downturn brought on by the COVID-19 pandemic, notes Beller.

“We’re going to focus more on areas where there is a higher propensity to spend on IT,” says Beller.

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Channel partners should expect to see TIBCO lifting its visibility in those segments while at the same time expanding the breadth of sales enablement tools it makes available to partners, adds Beller.

Finally, Beller says there will also be a lot more focus on driving adoption of advanced analytics applications such as TIBCO Spotfire.

Prior to joining TIBCO, Beller developed a channel for Anaplan, a provider of business analytic software delivered via a software-as-a-service (SaaS) platform. Beller has also served as chief channel officer at ServiceNow and spent 10 years as a channel executive for Salesforce.

It’s not clear to what degree TIBCO going forward might rely on a SaaS model for selling its software. The company has a strong base of on-premises customers, but with the shift to the cloud competition across all its sectors has become especially fierce. TIBCO was taken private six years ago by a venture capitalist firm.

At the very least, however, Beller notes there is an opportunity to expand TIBCO’s channel beyond resellers to include more managed service providers (MSPs).

Regardless of the route to market, digital business transformation projects are driving demand for data integration tools and analytics applications. The challenge channel partners face is finding where those opportunities now actually are.

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