Knowledge management vendor PC Docs has redirected the role of its distributor and solution provider Educom in a bid to allow both companies to pursue separate growth strategies.
Following its recent acquisition of Fulcrum Technologies, PC Docs established its South Asia regional head-quarters in North Sydney, relieved Educom of its master distribution of DOCS Open and appointed it as a "premier reseller partner".
Educom, whose origin is in training and technical support, is now con- tracted to provide services to the PC Docs South Asia support centre for the next five years and is cemented as a leading provider of document and knowledge management solutions.
In a further spin-off to the deal, PC Docs has pre-purchased licences for Educom's RecordManager for resale through its global channel partners.
Educom had just announced its latest version of the application, RecordManager 3.0 for Docs Open. The total value of the agreement including the support services is $3.25 million.
Paul Gooderick, Educom's national sales manager, claimed that the new arrangement allows the company to focus on its core business of providing document and knowledge management solutions. According to Gooderick, only about one-third of its PC Docs business has been via other resellers, so relinquishing the distribution role, in the light of its other business pursuits, is not a setback. It has moved from service provider and distributor to vendor and reseller.
As for PC Docs, the organisation's newly appointed group managing director, Darren Adams, said the organisation was keen to broaden its reseller base, and was committed to a 100 per cent channel model.
He added that there were opportunities for resellers that are focused on information management solutions at varying scales, especially in the areas of government, manufacturing and legal markets. He explained that, while Educom will be a premier reseller, PC Docs will be seeking channel partners with specific skill sets and exposure and expertise in vertical markets.