Reseller-cum-integrator MCR Computer Resources has aligned itself with network solution provider Candle in a bid to increase its value-adding software scope.
Under the agreement, MCR will resell Candle's management and performance availability products, including Candle Command Centre and ETEWatch. MCR will be involved in the resale and installation of the products and Candle will deal with any maintenance concerns.
"We don't have any existing products that are similar," explains Greg Thompson, sales and marketing manager for MCR. "Candle products offer a simple and cross-platform solution that can offer our clients a better management system," he says.
The initial agreement was forged due to the pair's coexistence in certain markets while still being able to maintain singular specialties. "Candle operates mainly in the mainframe environment and MCR works in the distributed environment . This offers both of us the opportunity to extend out customer reach," claims Thompson.
MCR's mid-market share also endears it to Candle, insofar as Candle is seeking to penetrate the medium enterprise sphere with the launch of a specialised telesales organisation called Candle Direct and the development of products complementary to the mid-market.
The partnership gives MCR access to "the full support of Candle's dedicated reseller team", explains Thompson as well as "training for our engineers and the installation of Candle's system in our own system so that we can demo it." Candle will provide MCR with comprehensive support and will generate customer leads for the reseller. Thompson also sees an opportunity for a joint marketing strategy that includes mutually run seminars, conference presentations and eventually an ad campaign.