Following the acquisition of Simware and Wall Data by host connect-ivity specialist NetManage, its Australian distributor, NST Worldwide, is on a mission. More channel partners are being actively sought to bring its broader product range to the market.
According to NST managing director Nigel Anderson: `The acquisitions simplify the connectivity market for our customers and allow us to offer a comprehensive range of solutions from a single source.'
The message from Peter Harvart-Simkin, NetManage's senior VP of strategic development, is that PC-to-host applications and a Web-to-host connectivity environment are fertile fields for service-oriented channel companies. These can range from small operations spawned from narrow expertise through to large integration organisations. Harvart-Simkin was in Sydney recently to meet with some NetManage users and channel partners and was about to meet with the team from a major bank to discuss the Simware e-commerce offerings when he spoke to ARN.
The Wall Data acquisition is not completed and Australian distribution arrangements are yet to be settled. However, Harvart-Simkin was enthusiastic about the benefits both to end users and the channel of having a strong single source of what he described as world-class connectivity tools and application providers skilled in using them.
Simware's Salvo product line has not been available in Australia until now and Harvart-Simkin described it as `delivering the tools to take existing systems into e-business applications'.
He said that the typical reseller partners would have some expertise in traditional host applications, particularly in the customer care or call centre or other data-intensive environments.
Typically, the services revenue associated with licensing Salvo is estimated to be four to one, with the claimed selling features based around fast rollout of applications and fast return on investment to both customer and application developer.
NST Worldwide (02) 9876 8699