Any organisation that runs a mainframe, Unix host or other legacy-based environment is a prime target for resellers, big and small, who are looking to break into the burgeoning Web-to-host integration market, according to David Bilbow, Esker Australia's managing director.
With more than 300 resellers on its books Esker Australia is ready to make a dent into the Web-to-host integration market, which IDC estimates will grow from $5 million in 1996 to about $1 billion in 2001. Esker Australia also acquired Sydney distributor Unitract Systems in August this year, and recently appointed MPA Systems as a distributor.
Esker's plans will be anchored by sales of its two key products: Tun Plus and the soon to be launched Esker Plus. Meanwhile, Esker Australia continues to promote its Tun Communications Partner (TCP) program for resellers interested in selling Web-to-host integration software.
Bilbow said the program, which was originally designed by Unitract, features training programs, sales and technical training, inhouse use of the product, technical support, marketing assistance and lead generation.
"Our aim is to help add value to resellers through the programs and technical support that Unitract offers and provide a healthy margin of around 35 points on any sale they make," Bilbow said.
And Bilbow said Esker Australia is always on the lookout for new resellers who want to start from the ground up.
"Sometimes the most unlikely channel partners can end up securing high margin accounts at large organisations simply because they asked for help," Bilbow said.