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PC Docs renews local channel commitment

PC Docs renews local channel commitment

Knowledge management vendor PC Docs has re-emphasised its commitment to its Australian channel strategy, and claims its intention is to help more partners make more money.

PC Docs managing director Darren Adams said that the company has identified four key vertical market segments in which he would like to see a clearly dominant or "premier partner" emerge, whilst also encouraging and inviting other potential suitably qualified partners to come in.

The segments are professional services, manufacturing and distribution, financial services and government.

Among the existing channel partners, Educom, its first premier reseller, has focused on the legal and government markets, and according to Adams, remains one of the largest partners.

Others include CVSI, a financial services and local government specialist, Brisbane-based PowerPlus, which has been very successful in Queensland Government, and Sydney's Systematics, which has some local government and small-to-medium law firm clients. Educom continues to provide its support services including one of three worldwide support centres.

"We do have some weaknesses in this vertical market-oriented channel strategy that we are pro-actively looking to strengthen. We are especially looking to find organisations in the manufacturing and financial services arena," Adams said.

According to Adams, while the government segment, which has been quite buoyant for these sorts of technologies, has been well served, each of the verticals represent great opportunities. "The only reason we haven't picked up more partners is a lack of focus," he explained. "In Australia, we have a 100 per cent channel model, and this has served us very well, with our partners seeing the opportunity."

Adams described the ideal partners as true systems integrators, where knowledge management, which encompasses so many areas, is a key element of their business.

And as Adams put it, the number-one thing is that everyone's got to make a buck. "If there is one overriding rule in the channel marketplace it's that you've got to find ways for people to make money, and they can't make money if they are competing against three or four other players all the time. We're not putting in place a Microsoft channel by any stretch of the imagination, but we are verticalising what is essentially a horizontal capability, knowledge management," he said.

As well as potential premier partners, PC Docs is looking to partner with smaller organisations with the requisite skills to put in small to medium- sized knowledge management solutions.

Open Text makes another bid

Reacting to the news that document management vendor Open Text has make another bid to buy PC Docs, managing director Darren Adams said: "The timing of Open Text's latest offer is interesting as the stockholders are voting on May 15 on the Hummingbird offer, which has already been accepted by the board. We see the acquisition by Hummingbird as more of a merger because of the complementary capabilities of the companies."


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