ERP developer, Greentree International, has increased its Business Partner network by adding two IT consultancies, Sydney and Adelaide-based, Lee Green Consulting, and Hobart-based, Synateq, to its 22-strong active reseller network across Australia.
Auckland-based Greentree claims to have the largest market share of any accounting software provider in its homeland with 6.3 per cent, outranking major ERP vendors including SAP, JD Edwards and PeopleSoft.
In Australia, Greentree claims it has 250 sites including Fox Studios and has just announced a multi-million dollar rollout with NAFDA, a conglomerate of 54 food distribution companies. Sales have grown annually by 75 per cent.
Chief executive director, Peter Dickinson, said his company had about 40 resellers in Australia.
Sydney-based offshoot, Greentree International, handles Australian distribution.
Just two staff were employed in channel management in Sydney, Dickinson said, but the company counted on 200 partner staff in Australia, plus 100 in New Zealand, that were experienced in implementing and supporting the software.
In the mature enterprise mid-market, he said, partners must have both broad business and technical expertise, so they tended to be IT consultancies rather than hardware vendors or general service companies.
"We look for companies that work with manufacturing companies, distribution companies," Dickinson said. "They know what makes them tick." Greentree claimed to offer partners a functionally rich product, intense backroom support and joint implementation work.
A New Zealand-based Greentree engineer has just flown to Tasmania to help Synateq with its first Greentree implementation. Dickinson was keen to add to his Australian reseller base.
He said his partners accepted there were gaps in the market to fill, particularly in regional areas.
Lee Green Consulting director, Joe Gentile, said his business was currently working with Greentree to develop a marketing strategy for the product.
Synateq director, Chris Rasmussen, said he had further mid-sized Tasmanian prospects in store.