If you told most resellers that the trying world of PC-to-host integration can be made easy they'd probably look at you blankly, pause for a moment, and then ask how.
At least that's the picture Sydney-based networking solutions provider Network Systems Technology (NST) is hoping to paint following its recent appointment as master distributor for NetManage's range of PC connectivity products.
The NetManage partnership has been an unexpected bonus for NST, considering the organisation previously made its mark in the network solutions market selling the NetSoft product line, which included Chameleon terminal emulation tools and NS/Router for host connectivity.
In August this year NetManage acquired NetSoft for $US26 million and, according to NST's managing director Nigel Anderson, the buyout has left NST with a wealth of products.
"NST now has the chance to distribute NetSoft's range of PC-to-AS/400 connectivity software and NetManage's products for TCP/IP and IBM SNA connectivity to Unix and IBM mainframe host systems," Anderson said. NST will continue to sell solutions based on the NetManage and NetSoft lines directly to customers.
Open Systems already has a large number of resellers on its books and Anderson believes the organisation could take on another 20 to 30 in Sydney and Melbourne over the next 12 months in reaction to the NetManage announcement.
"We know we have a great solution for PC-to-host integration and we intend to make it easy for any reseller considering making moves in this area," Anderson said.
"We can provide resellers with all the technical support they need - we'll even go with them to customer sites and help them close a deal," Anderson added.
And there is definitely money to be made out of NST's NetManage partnership, according to Anderson. He estimated that in the next 12 months sales of NetManage connectivity software could be in the vicinity of $1 million.
Network Systems Technology
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