Israeli-based auditing software vendor, Observe IT, has removed all direct sales efforts in Australia and appointed SMB Melbourne-based distributor, Technicalities, as its sole agent.
The reseller-turned-distributor is now on the hunt for around 23 resellers. According to Technicalities Group sales manager, Hayden Corbett, it wants up to five partners in Victoria, NSW and QLD with up to three in the remaining states but is willing to expand further.
“We don’t have a direct sales team and we’re looking to push through a channel-only model,” he said. “We see this working for the big IT service providers that service large corporations and institutions.
“There is no minimum sales requirement for resellers."
Corbett said his company’s limited reach into the corporate market was a key reason for its decision to switch from reselling the solution to distributing it.
“We’re IT hardware and software resellers that provide IT support,” he said. “It is a big step and that’s why we’re not going for a direct sales model… we’re now looking to put this in the hands of resellers that have access to larger corporations.
Observe IT customers include the Australian Stock Exchange (ASX), banking and financial institutions like ING, Allianz Insurance and GE Money.
Corbett said he would like to expand into other markets like manufacturing, telecommunications and government.
Resellers that sign-on can expect access to a range of marketing materials and technical engineers from Technicalities.
Corbett also said the vendor’s regional manager for South-East Asia would also be on hand.
Corbett predicts the software would fetch between $750,000 and $1 million in revenue within the first 12 months.