Melbourne, Australia-based construction collaboration technology provider Aconex has announced the appointment of Lori Beedle as its new senior vice-president of sales and marketing (Aconex advertised the San Francisco-based post in March; post). Beedle has 20 years’ experience at technology heavyweights including Dell (where she was executive director of sales), Oracle and Microsoft, and will be tasked with expanding Aconex’s North American and worldwide sales organisations, says Aconex CEO Leigh Jasper.
This announcement coincides with another north America-related news release concerning an Aconex partnership with Calgary, Canada-based Tidefall Software, a project management solution provider to the construction and engineering industries. Tidefall will now offer the Aconex SaaS-based collaboration platform to help infrastructure clients across Canada automate their business processes. Tidefall is run by John Lusty, who spent seven years in sales with Bentley Systems.
As far as I am aware, this is the first time Aconex has appointed a reseller – it has previously relied on its own direct sales team who have travelled the globe setting up satellite operations in numerous territories. However, from talking to Aconex’s Frank Carron, I understand that it has been building an international roster of partnerships, broadly divided into referral, integration and product partners – with some businesses straddling more than one category.
In some respects, therefore, Aconex is adopting the approach of rival non-US providers (eg: UK-based BIW – with Sage CRE – and Asite – with distributor SaaS North America and the ReproMAX network) who have identified local partners to expand their reach across the continent. However, Frank tells me Aconex’s partner network extends beyond referral partners to other types of businesses in Europe and Asia as well as north America. I hope to learn more about Aconex’s partner programme next week.