IFS has about 500 partners globally, according to Tom Wilson, who joined IFS as head of global alliances in May 2019, and became head of partners and channels for North America in November.Historically, IFS has been an enterprise offering that is moving downstream, Wilson notes. He reports partners contributed about $175 million in revenue to IFS, a company based in Sweden that reported about $865 million in revenue for 2020.  To grow its markets, the software company needs more channel partners and sales people, Wilson says. But IFS’s plan for channel contribution to revenue is that “By the end of next year we will have doubled the percentage we did last year,” Wilsons says. IFS has had an emphasis on larger partners, but Watson says the program “is not solely for global integrators” and that client companies range from the very large to the very small. In terms of new clients. “We need to be a subscription based-software that you can almost buy off the shelf,” he says. Across the channel, IFS was partners who can do more than just provide serves. “We are focused on partner led revenue even with the global systems integrators,” she says. That includes VARS who can handle a selling cycle of eight to 13 months. However, IFS wants resellers who have a “strong executive layer” and already sell software “with a good knowledge of how the sales engine needs to operate.” They need demand generation and sales personnel, along with marketing intelligence.