EAI expert targets second-tier channel

EAI expert targets second-tier channel

Enterprise application integration software vendor Mercator has appointed a new general manager who is determined to establish a channel sales model in Australia.

Mercator was established in 1999 after US-based vendor TSI acquired UK-based vendor Brade to form a company dedicated to enterprise-level integration technology. The company has recently experienced some growth in the Asia-Pacific region, with 25 of its 50 employees calling Australia home.

Mercator's software is designed to retrieve large amounts of data from a database or application and transport it to new systems while maintaining the integrity of that data. The software is most commonly used to move data from aging legacy systems.

Newly appointed general manager Nathan Bray said the first task on his agenda is to move more of the Mercator business into the channel.

The company already conducts much of its business through OEM partners and large consulting houses such as KPMG and IBM Global Services. Bray now hopes to move down into the next tier through relationships with large integrators and service providers. "We are looking for partners that serve specific market areas," he said.

Bray wants to appoint partners based on vertical expertise, such as government-endorsed suppliers in Canberra, or partners that work specifically in geographical areas where Mercator does not have sufficient presence, such as Perth.

Bray said he would prefer signing resellers that have a systems integration, application development or implementation background. They would also need to be familiar with the needs of large organisations that are struggling to consolidate all the data in their business.

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