Freshly appointed Interwoven boss, Chris Lynch, is looking to enhance the content management vendor's channel by building relationships with new partners in broader industry sectors.
One of the current problems with channel recruitment was providing partners with the technical knowledge to sell Enterprise Content Management (ECM) and document management tools, he said.
"We will spend the next six months campaigning to enable partners to understand the technology and obtain training," he said.
Interwoven signalled its intentions to adopt an indirect sales model after its $US17 million acquisition of iManage in August 2003. Lynch said his core focus would be to continue this push by offering market lead generation across a wider range of industries.
While maintaining a stronghold in the legal industry, it was looking for growth in other vertical markets such as finance, government and general professional services, Lynch said. One of the driving factors was the increasing customer demand for compliance tools.
The company would take a two-pronged approach to its channel drive. At one level, it was after partners to sell its comprehensive ECM software platform. It was also keen to extend its base of resellers focusing on its document management software, as well as its soon to be released records management tools, Lynch said.
"Our records management product suits the channel model well," he claimed. "ECM can be a difficult part of the industry to go into."
In addition, Interwoven was also leveraging strategic alliances with vendors including Microsoft and Adobe. This could potentially include working with their reseller communities, Lynch said.
"We are dovetailing in areas where Microsoft doesn't have the functionality for document management," he said. "We are discussing how to leverage its other resellers."
Existing Interwoven partners include Alphawest, Office Information Australia and Dialog.
Lynch replaces former managing director, Richard Collins, who was in the position for 18 months. Prior to this, Lynch spent five years with Hummingbird, most recently as managing director. He also held various sales-related positions with Norada and Software Spectrum.