In an attempt to break into the Australian market, networking specialist Ipswitch is leveraging the channel, with a reseller program that enables its partners to exploit online services.
On a visit to Sydney last week, Rob Corduck, Ipswitch's international sales manager, claimed Ipswitch could offer resellers a "unique agreement" via the organisation's WebVAR initiative.
"No other vendor is offering e-commerce solutions to their reseller base," Corduck told ARN.
"We offer the standard entitlements of sales leads and a disc of reseller information. But under this program the reseller can also sell products online and offer customers evaluations over the Web," he explained. Corduck is anticipating that WebVAR will attract more than simple box movers.
"We are looking for value-added resellers in the network integration space," Corduck said, adding that ultimately Ipswitch is looking to include 100 "top-level resellers" in the program to bring in 5 per cent of Ipswitch's worldwide revenue.
Digital Networks Australia (DNA), already appointed as Ipswitch's prime distributor, will act as a conduit for other partners to join the team.
"Initially, we are working closely with DNA to go out and find applicable resellers. We then show them how to add value, although there isn't much training involved because our products are pretty straightforward," Corduck explained.
Based around the sale of three main products, WS_FTP Pro, IMail and WhatsUp Gold, WebVAR focuses on small-to-medium enterprises and is designed to allow the reseller to add value.
WS_FTP Pro, a file transfer client, is Ipswitch's most popular product. However, Corduck believes IMail and WhatsUp Gold represent the biggest potential for resellers.
"IMail is an e-mail server for Windows NT and is exceptionally easy for a reseller to set up. It is also very robust making it virtually maintenance free. WhatsUp Gold is a network monitoring and alert notification product. If resellers install it in a network they can charge a monthly support fee and provide troubleshooting services."