Talk to most customers about data management and you'll probably receive a few blank looks. Press a little further and you'll hear mumblings about how much they've had to waste time on using programmers to clean up and convert legacy or Internet data.
That's where Sydney-based distributor Access To Business (ATB) enters the fray with a strategy aimed at helping resellers, integrators and VARs make money from selling data migration from legacy systems, data conversion and cleaning to customers.
At the heart of its approach is a suite of tools from Data Junction, a US-based data integration organisation that specialises in making the painful process of data conversion cheaper and more efficient.
According to Tony Finnemore, the principal consultant at ATB, many consultants have historically "thumbed their noses" at data management work because the cost justification isn't there and it curbs their billing processes.
"The key selling point of Data Junction's suite is that it lets resellers and integrators do in 15 minutes what it would normally take a programmer two to three days to accomplish."
Finnemore was referring to the inefficiency of writing code to convert data from legacy or Web-based systems to new data repositories. In contrast, he said the Data Junction products offer resellers and integrators the chance to build on their original sale with follow-up code modification and conversion business.
"It represents a good way of making the customer happy if channel partners can move their data from an old system to their new system without costing the customer money and time," Finnemore claimed.
Eager to expand the reach of Data Junction, ATB has established a reseller partner program for those organisations that can supply the products without technical support, while its alliance partner program gives resellers access to technical support, discounts on software and consultancy prospect referrals.
Access To Business
Tel (02) 9878 4958