CeBIT - Software vendor looks for channel

Australian enterprise software vendor, Holocentric, is looking to develop a substantial indirect presence to drive growth.

The Holocentric Modeler solution allows an organisation to visualise the relationships between its people, systems and processes to better understand the way their business operates. Holocentric chief operating officer, Bruce Nixon, said the vendor began developing an indirect model 18 months ago.

"While direct sales can be lucrative, it requires a huge amount of capital to reach a large audience. We need to develop an indirect channel to grow our business effectively," he said. "Currently we have 85 per cent direct sales, we're expecting to end up with a ratio of closer to 50: 50."

Holocentric has four resellers. Nixon said it is looking for specialist value-adding resellers who can bring additional knowledge to the solution.

The company experienced initial success with Federal Government verticals, but its appeal had since broadened to manufacturing, transportation, finance and telecommunications sectors, Nixon said.

"With the election the Federal Government business slowed a little. It's since picked back up but we've got a more balanced range of customers now," Nixon said. The plan was to double the customer number of 50 over the next year, he said.

Holocentric also plans on developing an international presence over the next 12 months.