Bentley Systems is tapping into its global network of software resellers, developers, integrators and other partners to digitize critical infrastructure and make it more sustainable and resilient. More than 230 representatives from 160 Bentley partners around the world recently gathered in Nice, France, for the Bentley Partner Summit 2024. The three-day event featured keynote speeches, panel discussions, success stories, industry-focused workshops, networking sessions and an awards gala—all under the theme “Get Fit for Growth.”
“This event is crucial for fostering collaboration and equipping our partners to succeed as we shape the future of infrastructure together,” said Pascal Liens Martinez, Bentley’s senior director of build and interoperability, ecosystem and ventures.
Professionals from more than 50 countries attended the event, which wrapped up in late October.
We spoke with Liens Martinez about the summit—and the vital role of Bentley’s growing partner community—as part of our Bentley Insights series, which takes you behind the scenes. Here are highlights from our conversation.
Panelists discuss exploring growth opportunities to deliver impactful results for users and share insights into Bentley’s ecosystem strategy during the 2024 Bentley Partner Summit event.
Bentley Insights: The Bentley Partner Summit traditionally focused on resellers, but this year we welcomed a broader group of attendees. What prompted the change?
Liens Martinez: There is a conscious effort at Bentley to engage partners through an ecosystem, and an ecosystem is more than companies reselling our products. It includes collaborators who contribute to our products in different ways, like developers and OEM integrators, which are firms that design and manufacture specific pieces of equipment and extend the capabilities and interoperability of Bentley software. Our new Ecosystems and Ventures team brings our mergers and acquisitions together with our developer, OEM integrator and reseller partner programs. This ensures we collaborate with more consistency and approach our go-to-market strategies with greater openness.
BI: How did this diverse mix of partners shape the summit?
Liens Martinez: Bringing everyone together created a unique energy. It allowed us to share our strategic vision and product roadmap with our partners. It’s also a chance to inspire them with what’s new and upcoming, as we approach the end of the fiscal year. We want them excited and energized, knowing they play a critical role in Bentley’s success.
BI: Why is the summit important for Bentley?
Liens Martinez: We’re also here to listen and learn. We want our partners’ feedback and ideas, and to understand how we can adapt our products to better serve their needs and support their businesses. The summit also facilitates connections among partners themselves. That’s the greatest value of having everyone in the same room. Because everyone has something to offer, not just to Bentley, but to each other.
Bentley Channel Partners from across the globe joined us at the Bentley Partner Summit 2024 in Nice, France.
BI: How do Bentley partners help?
Liens Martinez: Partner engagement is critical to Bentley. We deeply value the diverse talents and expertise that our partners bring. Advancing infrastructure is a collaborative effort. No single vendor can address today’s complex challenges alone. We’re focused on building open data ecosystems and development platforms that encourage collaboration.
Right now, as infrastructure digital twins are rapidly evolving, our partners work alongside Bentley and other companies to understand customer needs, recommend the best solutions and drive success across the entire ecosystem.
BI: What were some of the highlights of this year’s program?
Liens Martinez: There were quite a few exciting sessions. Partners got an in-depth look at the 3D Tiles platform developed by Cesium, our latest acquisition, and how it can benefit their projects. We also introduced them to the new AI-powered version of MicroStation, our design software, which brings a range of advanced features. Another highlight was our Virtuosity e-commerce platform, which allows channel partners to rebrand it for their own websites. This way, they can offer authorized Bentley products without needing to develop their own code. These advancements give our partners new tools to better serve their clients and streamline their operations.
BI: What are the advantages of being a Bentley partner?
Liens Martinez: Being a Bentley partner means teaming up with a global brand known for its reputation and reliability. This can act as a powerful business accelerator. We offer access to over 400 products across 60 brands, along with marketing and regional engagement support, and dedicated assistance from our team. But perhaps the biggest advantage is that partnering with Bentley accelerates product development, allowing partners to quickly reach the market without reinventing the wheel.
BI: How does a company become a Bentley partner?
Liens Martinez: The process varies depending on the type of organization. For companies looking to become resellers based on specific market opportunities, they work with a Bentley channel partner manager to review their business plans and assess compatibility. Developers, on the other hand, can access a range of resources to build on platforms like iTwin, our infrastructure digital twin platform; our Open desktop applications; and now Cesium. Integrators go through a different route, presenting their technologies along with supporting software development kits and APIs, before negotiating terms with Bentley. Each path is designed to ensure the partnership is a good fit and beneficial for both sides.
