Database specialist, InterSystems, is looking to partner with developers to take its new application integration software to market. Known as Ensemble, the product has been designed to increase the functionality of existing applications, manage new business processes and integrate data across an organisation.
Managing director of InterSystems Australia, Denis Tebbutt, said the US-based company currently did about 80 per cent of its business in Australia through the channel and had signed up more than 50 application partners since launching its local operation 18 months ago.
He said some of these current partners were expected to extend their relationship with InterSystems into the application integration market sector, but stressed that he would also be looking to add more partners.
“Application developers are definitely the best channel to market for this product because they are focused on particular vertical markets or a horizontal that touches several verticals,” he said. “An understanding of the sector they service is a core competence of these developers.”
While Tebbutt was determined to drive Ensemble through channel partners, he said InterSystems would conduct its marketing strategy direct to end-users. Potential customers would then be given the choice of using an existing InterSystems partner to do the implementation, insisting on appointing a preferred partner of their own or working directly with the vendor.
But Tebbutt insisted the development of Ensemble was not a precursor for InterSystems to launch its own integration business.
He said service companies and integrators had immense power because of the trust levels they have built into relationships with clients and stressed that it would make sense for InterSystems to leverage that strength instead of trying to compete against it.