The decision to distribute Lotus Notes through Tech Pacific was not prompted by the changes to Com Tech's business model, says Lotus managing director Mike Shanahan.
If anything, he says the move is a realisation of the same factors that drove Com Tech's reorganisation. While Lotus no longer has a value added Notes distributor, Shanahan says he won't be seeking one. "I think the time has come for that distribution model to change. We've got over 300 Notes Business Partners in Australia/New Zealand who are skilled in Notes." Shanahan feels that this level of skill at the reseller level makes the need for value added distribution redundant. What may change is the way in which Lotus itself supports the partner and the reseller community, he said.
"I think there's always a time when you have to consider the options seriously," said Shanahan. "We elected to go with a model three years ago because we were bringing a whole new paradigm to the industry. So you needed the value, you needed understanding, you needed the support."
While Lotus has opted to broaden its distribution channels, Com Tech has not been abandoned and Notes will be distributed through its Express Data distribution arm.
"The business that we've been doing with Com Tech has been getting stronger and stronger," said Shanahan. "I think we see a bit of a coincidence that it's come out at the same time."