The lure of increased market penetration is driving ERP solutions vendor Cincom Systems to water down its links with the dark side of direct selling and embrace strategic channel partners.
David Foulcher, Cincom's newly appointed region director, channel development and partner alliances, recounted that the vendor has come full circle from its days of dealing with aerospace and defence contracts to offering customised ERP solutions to the smallest of small businesses.
Foulcher, a former Digital staffer, was brought on board this month to head up Cincom's channel push and suggested there are plenty of sales and services opportunities for prospective partners.
"Historically we have largely sold directly to customers in Australia; however, our ERP solutions have attracted some keen interest from resellers and integrators," he said.
Foulcher was referring to Cincom's call centre, telecomms customer care and billing package, and document production module as the three-pronged sales attack available to interested channel parties.
The vendor has already forged worldwide solutions partnerships with the likes of Unisys, Logica and NCR for its call centre offering, and Foulcher predicted Australian partners stand a good chance of capturing some lucrative marketshare.
"We feel we can differentiate ourselves from the larger ERP vendors based on our ability to provide easily customisable implementations that can be updated without having to alter an entire ERP suite," Foulcher claimed.
"The more prominent ERP vendors may or may not be able to compete with us on a cost basis, however we feel our ability to change quickly is an asset."
Foulcher also suggested there are plenty of small business customers who need the functionality of an ERP suite but don't have the finance nor the IT resources to implement a leading vendor solution.
"In many cases they [vendors] are faced with the prospect of having to integrate third-party products into their suites to enable small customers to run their systems."