Business intelligence and mobility software provider, Sybase has inked a new distributor agreement with Avnet Technology Solutions.
Avnet will distribute the entire range of Sybase products.
The agreement was in line with Avnet being more of a solutions distributor, business unit executive of data centre solutions and mobility, Ian White, said.
“Resellers that have strong relationships with medium to large companies specifically within the IBM and HP space, they can take the solution to existing customers and it can provide significant performance, data access and capability,” White said. “On the datacentre solutions side of the business, we look for products that are largely complementary to IBM and HP business.”
Avnet and Sybase already have a distribution arrangement in India.
Sybase managing director, Dereck Daymond, said he thought it was a good move to establish an agreement in the Australian market as well.
The vendor predominantly has a direct sales effort in place, but does have channel partners. This makes up about 30 per cent of its indirect business.
Daymond said he would like to increase that figure beyond 50 per cent.
“What we were looking at was how we could build on our existing channel agreements and make our channel environment even stronger,” he said. “We’re looking at growing our market share in business intelligence and mobility, and there are some synergies we saw with Avnet in regards to our mobility partners. We can build on some of the relationships they had as well with hardware vendors like HP and IBM.”
Daymond said a number of its customers were Independent Software Vendors (ISVs), system integrators and VARs.
Earlier this month, Sybase appointed Michael Bosnar as its regional sales director.