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SMB focus is Crystal clear

SMB focus is Crystal clear

Analytics and reporting vendor, Business Objects, will expand its channel as part of a recent A/NZ expansion.

The new push was intended to reach the SMB market with products that included its new XI analytics tool and other server-based offerings, general business group manager, Christopher Wilkins, said.

"We are actively growing the channel for our Crystal Reports Server, which is aimed at the lower end of the SMB market," he said.

Ingram Micro is its broad-based national distributor. ACA Pacific is used for a valued-added model servicing a small band of resellers including Praxa, Aeronaut and PK Information Systems.

Wilkins said 20- to 200-seat organisations were the ideal market for Crystal Reports Server.

Finding new value-added resellers in Queensland and Melbourne would be a priority, he said, but large software resellers with experience of enterprise solutions such as SAP could also look to accrue services revenue. The expansion also included a new office in Perth.

The vendor's flagship Crystal Reports software would also offer good cross-selling opportunities, Wilkins said.

"We have more than 1000 Crystal report business users and a product that can give them the benefits of a high-end business intelligence platform," he said.

Other benefits to resellers would stem from referrals via its Inside Sales team, which was dedicated to product promotion through the channel, Wilkins said.

Gartner analysts have tipped the business intelligence sector as one to watch this year. Growth is expected to be several points above general software in the region.


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