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New opportunity for VARs

New opportunity for VARs

Arizona-based company SalesLogix, a relatively new name in sales force automation software, opened a regional office in Melbourne last week.

The company was founded in January 1996 by Pat Sullivan, the original developer of ACT contact management software and the man credited with creating the contact management category. SalesLogix generated $US8 million in sales of its SalesLogix suite of products during its first 12 months.

Targeting middle market organisations with sales forces of 15 to 500 people, the SalesLogix suite was developed for a global market as a tool to assist the operations of sales and customer service staff.

However, in the opinion of Sullivan, who was in Australia to launch the regional office last week, it is the robust customisation tools which come with the software that offer excellent opportunities for VARs to supply additional services to all sorts of organisations.

"In the US it is not unusual for our business partners' revenues to maintain a 1:1 or 2:1 ratio in services to client seats sold. Custom applications can be developed to do pretty well anything the customer wants, making it a very significant opportunity for business partners to add value in customisation, implementation and training," Sullivan told ARN.

"The product was designed for environments where flexibility is required. It is a very fast growing marketplace offering tremendous opportunity for our business partners to make money through selling product and solving a lot of problems."

SalesLogix are offering a 40 per cent margin to accredited Australian business partners who will require Microsoft Certified Professional status (or similar) before they can apply.

Harry Westendorp, the regional manager of SalesLogix Australia, emphasised he is looking for highly-qualified, professional business partners. "They will have to go to Scottsdale for a certifi-cation course which includes a test doing an actual implementation under laboratory test conditions," he said.


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