Global software vendor Software AG has signed a new channel agreement with Tasmanian value-added reseller ICS Multimedia as it continues to search for application integration specialists across the country.
Based in Hobart, ICS Multimedia specialises in the development of Internet-enabled enterprise software and will now use Software AG's integration products and XML database in delivering its Web-based solutions. Current customers include PricewaterhouseCoopers, Johnson & Johnson, and various Government departments.
ICS becomes one of a growing number of channel partners signing on with Software AG, which has global relationships with the likes of IBM Global Services and Hewlett-Packard but also attempts to engage with smaller players in each of the markets it operates in.
In Australia at present, the company has agreements with the likes of Aspect Computing and Powerserve and an OEM agreement with ERP developer Pronto Software.
Michael Panosh, southern region manager for Software AG, said the vendor is looking to pick up a number of tier-two VARs in each state. Thus far, it has signed Chimo in South Australia and ICS in Tasmania.
"We look for VARs that are in the application integration space," he said. "They are generally looking for a vendor that will have exclusive focus with them, and in return they give us market share."
Panosh said Software AG is now starting discussions with a number of even smaller companies, developers and VARs with strong Java and XML skills who he hopes to sign with Software AG as their preferred vendor. "We are moving down the food chain in terms of size, but moving up in terms of their focus," he said.