RecordPoint launches global partner programme for AI

RecordPoint has launched a global partner programme, shifting to a channel-first model.

The programme lets partners resell, co-sell and refer RecordPoint's data and AI governance technology to customers.

The Sydney-headquartered company is targeting resellers, consultancies, systems integrators, managed service providers, Microsoft 365 advisers and large advisory firms that work with regulated organisations.

Demand for data governance has risen as companies expand their use of artificial intelligence and face greater scrutiny over how information is managed, classified and retained. That trend has pushed data and AI governance into a larger share of information technology budgets.

Anthony Woodward, Chief Executive Officer at RecordPoint, linked the launch to that shift in customer priorities.

"Every regulated organisation deploying AI right now is discovering the same thing: you cannot govern AI without first governing your data," Woodward said.

"Data governance and AI governance have converged into a single conversation in every boardroom. AI is only as trustworthy as the data underneath it, and that realisation has turned data governance from a compliance line item into one of the fastest-growing budget priorities in enterprise IT," he said.

Two tracks

The partner programme has two routes. One is a reseller track with four tiers: Aggregator, Certified, Select and Premier.

The Aggregator tier has no revenue requirement and covers software procurement and fulfilment. Higher tiers offer larger margins in exchange for greater revenue commitments.

A separate referral and co-sell track lets partners work with RecordPoint's sales teams. Before they can transact, partners must complete technical and sales certifications designed to ensure a consistent level of expertise.

RecordPoint said it wants to avoid competing with the services work of its channel partners. Under the model, the company supplies the software platform while partners retain responsibility for configuration, file plans and the customer relationship.

Channel lead

Christian Lucarelli, Vice President of Global Partner Sales & Strategy, will lead the programme. He joined RecordPoint in January from Nintex, where he spent nearly a decade in senior leadership roles and most recently led the company's global partner programme.

Lucarelli said the structure is designed to let partners start selling into the governance market quickly.

"We've built this program so partners can monetise the data and AI governance opportunity from day one," Lucarelli said.

"Certified enablement, deal registration, joint marketing and a customer book of named logos partners can lead with - the infrastructure is all there," he said.

To support the rollout, RecordPoint is also introducing a partner portal and training tracks covering sales, commercial, technical and delivery work. Participating partners will also get access to marketing funds, co-branding resources, deal registration and Microsoft's co-sell motion.

Buying shift

Woodward said the programme reflects a broader change in how organisations buy software and advisory services around information management.

"Organisations don't want to buy point software anymore. They want a partner who can advise on their entire data and AI strategy. RecordPoint provides the technology layer, and our partners bring the consulting, frameworks and implementation services that wrap around it. Together, that's the complete offering regulated organizations are asking for," he said.

Founded in 2009, the company says it works with financial services groups, government agencies and other regulated industries. It focuses on information discovery, governance, lifecycle management and disposal across multiple systems and cloud environments.

Woodward said the partner model reflects the scale RecordPoint believes it has reached.

"We've reached the scale where the channel is the right lever to accelerate growth," he said.

"Our partners get a platform purpose-built for the conversation their customers are already having, backed by fifteen years of authority running the data lifecycle inside the world's most regulated organizations," he said.