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Regional VARs jump for cherry

Regional VARs jump for cherry

As a growing number of vendors gravitate to the burgeoning market of customer relationship management (CRM), business opportunities are now appearing for some channel partners.

Recently, help desk and call centre software vendor Bendata acquired the services of two VARs - WA-based Millennium Solutions and Adelaide-based Lodin - to spruik the advantages of CRM to customers.

Bendata, which until recen- tly sold direct to end users, merged with sales force automation software vendor Goldmine Software in April this year. Now, according to Chris McFadden, Bendata's Asia-Pacific general manager, it's time to engage a select group of VARs to help sell its enhanced solutions.

"The market is expanding for Bendata and new VARs are an important element in managing this expansion. The Goldmine merger now brings us firmly into mainstream customer relationship management," he added.

Already showing a keen interest to expand its customer base, Lodin has assigned a new division, employed additional technical staff and invested new capital at its existing Adelaide operations to sell Bendata's help desk product, Heat, exclusively in South Australia.

This VAR relationship will augment the existing Lodin Information Services (LIS) and Lodin Information Technology (LIT) operations in South Australia.

According to Lodin director Roger Godwin, the chance to onsell a competitive help desk and CRM product could work wonders in generating follow-on business for the VAR.

"This new arrangement with Heat will allow us to offer new and existing clients with a more comprehensive range of services," Godwin predicted.

He was alluding to a solutions partnership that Lodin recently struck with Microsoft. Lodin Information Services and its partners plan to provide a Microsoft Windows NT centre of excellence in Adelaide to provide NT training, support, contracting and Heat help desk systems expertise in support of the SA Government's IT2000 vision.


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