It's incredible what the presence of a new managing director can do for a company. Business intelligence software provider Brio Technology brought Danny Vowles on board last week and immediately the man is planning to streamline its Australian operations and increase sales by focusing on the channel.
Vowles estimated that Brio will sell 50 to 60 per cent of its product through the channel, tripling the figures for last year's channel sales.
Until now most of Brio's sales have been through a direct sales force.
"My charter is to expand the channel," Vowles said. "It's the only sensible way to do business."
Vowles added that working with the channel, instead of competing with it, will generate more sales. He said a mix of existing and future partners will help Brio increase sales. Last year, the vendor turned over $2 million in Australia and $30 million worldwide.
"Our current plans for the next 12 months are to increase that result by 50 to 70 per cent."
Vowles said most of Brio's clients are large corporations, government departments, banks and insurance companies. Brio offers partners a strong support structure, with online technical help, pre-sales support and administrative support.
"Access to our tools will give resellers a more comprehensive ability to cover data warehousing," Vowles said.
Brio Technology distributes its own product, Brio Enterprise, a business information system for data warehousing and multi-dimensional analysis. Version 5.5 of the product has a fully Web-enabled reporting solution.
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