Attachmate on the expansion warpath

Attachmate on the expansion warpath


Enterprise software vendor, Attachmate, is taking the next steps in its aggressive expansion plan to drive market take-up and support its channel.

The vendor will open the doors to its first New Zealand office shortly. It follows the launch of its Canberra location in January. Attachmate Asia-Pacific channel manager, Graham Hawkins, said its merger with WRQ, and acquisition of NetIQ, had seen the formerly direct business move increasingly to a channel-centric model. It announced a formal partner program on January 1.

"Since July last year we've been working at blending all the companies together and integrating the channel business," he said. "In the past, we were focused on selling direct and now we're going almost 100 per cent via partners. Even some of our biggest partners, like Coles Myer, will buy through a preferred reseller."

Attachmate has also decided to ditch distributors, Aquion and Intellitron, in favour of a single-tier channel model.

"We didn't see the need for traditional distributors anymore as a lot of our stuff isn't off the shelf, shrink wrapped product," Hawkins said. "The sales cycle involves a degree of technical speciality and that's why we will rely on a vast array of partners, with various levels of certification, to take our products to market."

Attachmate partners now have full access to NetIQ products and vice versa, he said. The vendor would also seek to leverage its global relationship with Nortel - born from its WRQ range of products - to seek out new channel partners in the area of VoIP communications. But despite the ambitious recruitment plans, it would be very selective, Hawkins said.

"Rather than appointing partners on an ad hoc basis, we really need to see what they can do first," he said. "We want to develop close and long-term relationships with the partners we sign."

Attachmate is now planning an Asia-Pacific partner conference, tentatively pencilled in for mid-2007 in Hong Kong. The vendor's product line-up includes host connectivity, terminal emulation and legacy integration, systems and security management, and PC lifecycle management software.

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