Open Channel Solutions (OCS) has parted ways with email and archiving vendor, Messaging Architects, and signed up Brisbane-based ISV, Silverdane.
The distributor's managing director, Con Fiamegos, said Messaging Architects wanted to take a more hands-on reseller approach and was heading in a different direction to OCS. He said the split was amicable.
"We both agreed we couldn't really move together on what they wanted to do and what we were doing," Fiamegos said. "Their focus was more strategic into larger accounts and they wanted to work with specific partners, which was fine."
Messaging Architects Asia-Pacific managing director, Adam Barker, said it had decided to conduct a direct campaign towards resellers instead of going through distribution.
"The relationship wasn't really working based on the sales we had and their model," he said. "OCS does multiple Novell orders daily, whereas with our products, it could be one order every month, but it could be a large one."
Fiamegos said Silverdane developed archiving and meeting room management products to cater for Novell's GroupWise and Exchange. They tied in well with its own relationship with Novell, he said.
"Silverdane approached us because there was a good fit there," Fiamegos said. "One thing we would like to do is support local technology."
He aims to put a channel program in place to offer training and lead generation around Silverdane's products. The program will involve four partner levels - associate, silver, gold and platinum.
"We will be driving that through our current channel partners, specifically for those that have a focus on GroupWise or Outlook and email archiving," Fiamegos said. "There are a lot of companies that have large databases of emails. We are trying to push this technology out to customers to make them aware that archiving your email correctly is very important."
He wanted to get 20 partners signed to the program.
"We want to work slowly with partners that are going to be focused on these types of products and are looking at archiving and collaboration tools for organisations that do a lot of emails," Fiamegos said. "Three resellers in each state would be a nice fit, but we won't turn our backs on any partners."
Silverdane managing director, Taryn Case, said appointing OCS provided it with the opportunity to gain more traction in local market.
"OCS has a number of established relationships with tier-one resellers," she said.