Local ISV lays down channel roadmap

Local ISV lays down channel roadmap

Mainpac names new general manager of global alliances and channels

Local asset and management software developer, Mainpac, has recruited Sylvia McCleary as its inaugural general manager of global alliances and channels.

Her first focus will be on attaining master distributors and partners locally and in the Asia-Pacific. The company currently has about six regional OEM and reseller partners. The campaign is part of plans to shift away from direct sales into an indirect model.

McCleary said about 70 per cent of Mainpac's sales were fulfilled directly.

"Rather than doing everything and being everything to everyone internally, we are trying to push out that focus to our partners so we can develop product and bring on all the enhancements and other things that customers and partners need," she said. "We have a roadmap for the next 18 months where we are looking to recruit up to 17 worldwide master distributors and partners that can fully integrate our product."

The company is interested in attracting OEMs and resellers that dabble in its key customer verticals: mining, manufacturing and government markets. Existing customers include the Royal Automobile Association of South Australia.

"We want to bring in the right types of partners in the right regions that can support some of our direct clients," McCleary said. "It [asset and maintenance management] is an industry that is really growing. We are looking at what companies need in a product that is compliant but is also going to manage their assets."

To assist its channel efforts, McCleary planned to formulate a partner program and a Web portal, which is due to launch in July.

"Partners will be able to pull down everything from marketing collateral and training dates to flash demonstrations," she said. "We want to have it where partners can be as self sufficient as possible."

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