Software distributor, Avalanche Media, is looking to double its reseller base through a new partner program.
Avalanche Media director of business development, Peter Cameron, said the company's recruitment of resellers on an ad-hoc basis had left holes in its geographic and vertical reach.
“In the past resellers approached us," he said. "Now we are looking at the whole market to place resellers in specific verticals and locations." Avalanche is trying to make inroads into traditional Acrobat heartland. Its PDF Factory, PDF Factory Pro and FinePrint products compete against Adobe software.
“We are not strong in Government and have only one reseller in Canberra," Cameron said. “We are also not well represented in education.”
The company would also look to increase its presence in WA and SA to aid in its future goal of becoming a key player in corporate standard operating environments, he said.
“Our relationship with developers is very strong and we are certainly interested in exploring the possibilities of bundling with other vendors to create a total solution too,” Cameron said.
To boost its reseller base, Avalanche had recruited a reseller co-ordinator and instituted a partner program.
The program offered tiered margins for rewarding channel sales and provided partners with a degree of marketing support.
Avalanche would also assess the viability of an annual conference to drive market awareness and training to ensure its products were represented correctly and effectively in the market place, Cameron said.
It aimed to increase its distribution base from 40 to 75 resellers by the start of September, he said.
The company would also continue to operate its direct sales business in addition to the channel, based on an overwhelming number of direct end-user requests for Avalanche’s products, Cameron said.