FrontRange to expand local channel

FrontRange to expand local channel

FrontRange, a US vendor of service management and CRM software, is expanding its channel after appointing a new Asia-Pacific vice-president, John O’Brien.

The vendor has about 10-12 resellers across Australia, six in New Zealand, and others in China and Singapore.

In addition to increasing its Australasian presence, O’Brien’s job also includes seeking partners in India, Korea, Japan and Taiwan.

The Sydney-based O' Brien has 20 years experience in the IT industry, and was previously managing director of renewable energy provider, Green Electric, and local managing director of Genesys Laboratories.

He also spent 17 years with HP, including stints in France and the US.

FrontRange currently has two product families: GoldMine is a CRM package that has 10,000 users across Australasia and 1.7 million globally; Heat is a helpdesk IT management services software that has 600 Australasian and 130,000 global users.

Current customers include AMP Services, Sydney University, Queensland Rail, the Queensland Department of Housing, Flight Centre and Penguin Books Australia.

Two new products are also set for release in July covering infrastructure management and IP-based contact centres.

O’Brien said FrontRange used to sell some products direct, but the company was currently moving to a completely indirect model. It would be single-tier, with product shipped directly from the US to resellers.

He said channel account managers would be working closely with customers to bring channel partners on board. Such partners, typically systems integrators, would be needed to provide expertise in implementation, integration and training.

Current partners include systems integrators CallCentrix and Aromba in Sydney.

O’Brien said he wanted partners with expertise in infrastructure management and SMBs.

However, while planning to double FrontRange’s current multi-million dollar annual revenues in Australia, O'Brien declined to say how many resellers he wanted, claiming it depended on the quality of partners.

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