Client/server software maker Computron Software launched its Alliance Partner program last week with the aim to initially attract top tier services and system integrator partners to promote its software solutions.
In Sydney for the launch, Computron's CEO, John Rade, said the vendor has already enlisted the consulting and financials expertise of KPMG and is liaising with Coopers & Lybrand to provide professional services as it attempts to broaden the reach of its niche products.
"Computron's aim is to provide products for organisations which need to introduce workflow and management capabilities into their mission-critical systems," Rade said.
"Sometimes we lead in generating these deals ourselves, other times we will follow the leads of our partners or collaborate."
Rade said Computron's focus has changed somewhat over the years since it transformed from offering mainframe-based products to client/ server-based software.
"When we were operating in the mainframe environment we had the necessary in-house skills to offer a quality service. However, in a client/server environment, we learnt the hard way that we needed partners to help sell and supply hardware and software and use consultants who could work with the customer to install our technology," Rade said.
Later this year, Computron will expand its Alliance Program to include second-tier channel partners such as VARs and small systems integrators, according to Rade.
With the inclusion of these smaller channel players, Rade predicted Computron could generate revenues of between $5 million and $10 million this year for its partners.
The vendor has also modified its Yorvik software so those smaller channel partners, who are installing Windows NT networks, can install it.