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Candle looks to attract resellers

Candle looks to attract resellers

Connectivity and systems management vendor Candle Corporation is seeking channel partners to take its expanding range of products to market.

"The reason we're looking at an indirect sales channel is basically due to the scope of the products," said Chris Lusmore, Candle's director of business development for the Asia-Pacific region. "We've really gone from 1993 when we had 20 products, to well over 100."

Candle first opened in Australia in 1989 to service the IBM MVS mainframe market, but in the last three years has broadened its offerings to cover a range of platforms following demand from its customers.

"Those products really now go right across the Unix and the AS/400 platforms. And then we get into the whole area of the middleware, particularly with messaging, and also the desktop itself.

"So really we've got a whole marketplace which we don't fully understand. And it's a case of looking at who is in a better position to sell into that marketplace. We feel that people who are currently selling and working in that marketplace are the best channel at this point in time."

Adding value

Lusmore said the type of companies Candle is trying to attract are integrators and developers who are seeking to add value to the services they already offer. "We're not going to be selling our stuff through Harvey Norman and things like that," said Lusmore. "I don't envisage us having 30 or 40 business partners in Australia - rather, we'll have 10 or 12."

Those partners will primarily be already familiar with applications such as Notes, or platforms such as Unix, Windows NT or IBM's AS/400.

The channel organisation will be used by Candle to complement its direct sales team. Lusmore said certain products will not be available to the direct sales force, and a VAR manager will be appointed to manage any potential conflicts. Candle will also offer training, marketing and technical support, and Lusmore says margins will be highly attractive.

Candle Corporation

Tel (02) 9954 1500

Fax (02) 9954 1818

INFO: www.candle.com


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