Workday

Partners sell services around a vendor-sold licence

Workday has historically sold everything direct, with partners delivering the deployment. It is now moving to a hybrid model and building a network of resellers for mid-market buyers, which creates partner-side sales roles that did not exist a few years ago.

Large enterprise and upper mid-market organisations buying across the suite: human capital management and payroll, financial management, planning, spend, and industry products for healthcare, higher education and government. The buyer is often the CHRO and the CFO in the same deal.

• —HCM and payroll deployments
• —Financial management and planning deployments
• —Spend, analytics and industry products
• —Optimisation and support after go-live
• —Subscription resale, through the new reseller network

Workday's move from purely direct sales to a hybrid model is new, and partners joining the reseller network need sales leaders who can sell a subscription, which most Workday services firms have never had to do. A suite that spans HR and finance also means bigger, multi-product deals for the partners who can scope them.

Services sales leaders from Workday partners on both the HR and the finance side, Workday account executives, and sales leaders from other HCM and finance software partners who already sell to the CHRO and the CFO.

Workday Rising