Local distributor for Idera's SQL Server software, SQL Tools, is on the hunt for resellers to join its new channel program.
SQL Tools managing director, Tony Finnemore, said it previously dealt with partners on an ad-hoc basis. Current resellers include Kaz and Volante.
"The majority of sales have been direct, although we have had some strong wins with resellers," he said. "Our focus has always been to build the channel. In the long term I'd like to have 100 per cent of sales go through partners."
Idera produces a range of tools for managing, administering and securing an Microsoft SQL Server environment. SQL Tools has been distributing the products in Asia-Pacific for the past 15 months.
The new channel model will divide partners into two streams: those with Microsoft gold, premier or alliance referral partner status who undertake all sales management; and general organisations wanting to on-sell software licenses but who aren't actively involved in the sales process.
Partners in the top stream will need to have at least one engineer trained in Idera's product set. Finnemore said these resellers would have 24/7 support and access to higher margins. In contrast, second stream resellers would not need to have a high level of product knowledge, but would receive different margins. SQL Tools would work with resellers hand-in-hand on implementation and support.
Finnemore said everybody could use SQL Tools' sales tools, including an operations manual, product information sheets, and Web-based evaluation guides. The company has appointed former Software Spectrum account executive, Demetrios Georgiou, as its first channel manager to oversee the program.
Several key reseller partnerships will be announced in the coming weeks. Finnemore said it was also looking to recruit a broad base of partners, ranging from systems integrations, software resellers and SQL Server consultants to data centre operators.
"Up to 80 per cent of organisations are using SQL Server. The potential is phenomenal: anyone working with SQL Server in one way or another can use these tools," he said. "Partners could have a focus on software licensing, system integration, providing solutions for accounting or CRM packages, or looking at database security and access management. They can differentiate themselves by offering proactive tools to manage SQL systems."
Australian customers include Hardy Wines, the Federal Treasury, Salesforce and several banks.