A recent article from Channel Dive caught our attention, particularly a quote from Infor SVP of Ecosystem and Business Development Jeanne Newberry: “This is a new Infor.” According to Newberry, partners are experiencing a “seismic shift” in how they engage with the ERP publisher.
The article highlights a significant milestone for Infor: partner-led growth outpaced direct business last year. For a company that has historically operated with a blended sales model, this signals a meaningful evolution in channel strategy.
We caught up with Infor’s channel leadership team on Enterprise Software Podcast Episode 160 in January 2023. During that conversation, we spoke with SVP and Channel Chief Salena Butler, VP of Channel Kari Finnigan, and former Channel VP Anh Profiti about Infor’s partner strategy and vision for the channel, about their view of partners as family, what they look for in a prospective partner, and how they minimize channel conflict. They also predicted the increase in channel-driven revenue we’re seeing come to fruition today.
Since then, Infor has continued to invest in its channel organization. Notable additions to the Infor Partner Enablement area include Kent Richeson, most recently with Acumatica and SYSPRO, and Megan Kirby, formerly at Sage and later SYSPRO. The company also launched its new Infor Partner Network (IPN) program in 2025, designed to strengthen collaboration and create new growth opportunities for partners.
Richeson recently shared his thoughts regarding the Channel Dive article:
“What stands out to me most is the emphasis on durable recurring value creation, operational outcomes, selective partner growth, industry expertise, and helping customers operationalize AI successfully inside complex environments.”
He also highlighted a statement from the article that resonated with him:
“We are not looking for volume. We’re looking for value.”
Richeson noted that he increasingly believes the future of the ERP ecosystem belongs to partners that differentiate themselves through operational expertise, measurable customer outcomes, and long-term strategic value creation.
Taken together, these developments suggest Infor is making a deliberate investment in a more partner-centric future. As the company continues to expand its channel ecosystem and refine its go-to-market strategy, it will be interesting to see how partners respond and whether this momentum translates into continued growth.
Read the original Channel Dive article here:
