Salesforce.com's partners in Brazil, Central America seen pulling away from pack

- Thursday, January 13, 2011

Salesforce.com's partners in Brazil, Central America seen pulling away from pack

US on-demand services provider Salesforce.com (NYSE: CRM) expects an upswing in new partners, particularly in Brazil and Central America, Salesforce.com's Latin America president, Enrique Perezyera, told BNamericas.

Robust economic growth will grow ranks in Brazil during the current calendar year, according to the executive.

"The most economically active country will continue to be Brazil," he said. "I think that a company's interest in partnering with Salesforce is linked to an economy's growth capacity."

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Meanwhile, "Chile, Peru, Colombia, Mexico and Argentina represent the second tier in terms of their [economic] activity."

Salesforce.com will be looking to extend its coverage in smaller regional markets.

"I think there could be other countries that are relatively smaller, such as in Central America, where there could be a significant increase in partners," Perezyera said.

The executive also noted that Salesforce.com's partner relations in other countries have brought surprises during its current fiscal year, which ends January 31.

For example, Salesforce.com had previously said it planned to hasten its expansion to Peru with help from one of its Latin American partners, Chilean IT holding Quintec. Still, Salesforce.com has had to rely on a partner company from neighboring Colombia.

"Peru is not only covered by Quintec, but also by [cloud computing solution implementer] Avanxo, which has a distribution contract and is also close by," Perezyera said. "I have seen more activity from Avanxo than from Quintec, particularly in the Peruvian market."

Salesforce.com has more than 1,000 clients in Latin America, including media group El Mercurio, Brazilian federal energy company Petrobras (NYSE: PBR), Brazilian aircraft manufacturer Embraer (Bovespa: EMBR3), regional units of Spanish telecoms giant Telefonica (NYSE: TEF) and Mexican food distributor Bimbo.

The company's Latin American business is based almost entirely on channel partners.