Looking to break into the SMB market, local business applications vendor, Coordimax, has inked a distribution deal with Ingram Micro's Solutions Group.
Coordimax managing director, Martin O'Connor, claimed the vendor will be the first Australian ISV on the distributor's solutions books.
Coordimax was established in 1991 as a systems integration company, but developed its own software package. It has historically focused on selling centralised business applications to large corporates. Existing clients include Murray Goulburn Co-op, AXA Australia and Bostik.
"What we have done in the past is spent six months auditing a customer's business requirements and tailored our software," O'Connor said. "With Ingram, we are selling the modules with the configurations built-in on a licensing basis."
There are five modules available to resellers covering particular business tasks: sales force automation, human resources, quality assurance, helpdesk and electronic document management. The software is based on an IBM platform and integrates with Microsoft Office and accounting packages. O'Connor said it was aiming at companies with up to 100 users.
O'Connor said resellers would earn double-digit margins on licensing sales. But he pointed out the most revenue would be made through services.
"Products that help to run a business are very sticky," he said. "As a reseller, it's also about talking at a business level and about business issues, not at an IT level."
It could also open the door for resellers to sell other complementary products and services, O'Connor said.
Coordimax is initially offering resellers a 10-user license for $3000. Those who join up as channel partners get a rebate for that sum on their first customer sale. Customers will be entitled to a 90-day free trial.
It is also holding an information session at the America Club on February 1 for prospective partners.
In the long term, the vendor would introduce a tiered channel program based on a partner's level of training. Those with more comprehensive skills would be allowed to fulfill all of the services work, O'Connor said.