ITWare LLC, a Long-standing reliable Infor Gold Channel Partner from GCC actively participated at the recent Annual Infor Partner Summit for Emerging Market summit in Athens which brought together strategic partners from Eastern Europe, South Africa, Turkey, and the GCC, the summit served as a launchpad for the next generation of industry-specific cloud innovations.
There were many interesting insights on the new generation of Infor solutions, including the Velocity suite and AI, partner wins, sales strategies, and plans for 2026, with a strong focus on pre-sales and enablement as keys to success.
Expert Panel: Shaping the Future of ERP
Ramkumar Narayanan(RAM) Director at ITWare, was happy to be part of the panel discussion as one of the three featured panellists on strategies for new wins and Infor Cloud Leap.
Expert Panel Takeaways
During the executive panel, Ram shared insights that have fuelled ITWare’s recent partner wins and successful deployments:
- Kill the “Wish List” Early: Modern RFPs are often a mile wide and an inch deep. We don’t just check boxes; we audit them. By separating business-critical needs from “wish-list” fluff, we ensure the solution is built for operational reality.
- Budget is a First-Date Conversation: “Budget shock” should never happen at the end of a cycle. We align on value and investment early. If there isn’t strategic alignment within the first 60 days, we aren’t afraid to walk away to protect everyone’s time.
- Qualifying OUT is an Art Form: Presales is a significant hidden cost. We scale by sticking to our strengths—leveraging the Infor Process Catalogue and a rigid deployment methodology. We seek partners who are ready to commit to milestones, not just vendors.
Looking Ahead to 2026
Participating in this summit along with Channel Leadership Teams as well the sessions with Industry experts from Infor have given us a new perspective to add value to existing customers with Infor edge solutions as well as AI powered velocity suite and to focus on net new market in the niche verticals ,”. “Winning isn’t about being the most flexible or saying yes to whatever a prospect has on the table; it’s about being the most reliable, trusted domain expert in the room.”
Ram, Director , ITWare LLC, Dubai, UAE