Building a local reseller network has become a top priority for US-based software vendor Peregrine Systems following the appointment of long-time channel devotee Lee Loncasty to the role of managing director, Australia and New Zealand.
Loncasty, who was head-hunted from her role as Vignette's director of partner channels for Asia-Pacific two months ago, has already instituted a reseller-focused route to market for the vendor's infrastructure management products, B2B solutions and the consulting and services surrounding them.
"We're looking at signing about five or six additional resellers in a range of verticals. We want to keep the number small to avoid channel conflict," Loncasty said.
The reseller network will be in addition to Peregrine's focus on the Big Five and its alliance program with IBM and KPMG. Kinetica has already been signed and Loncasty is keen to hear expressions of interest from other parties.
"I'd like to see 90 per cent [of Peregrine's sales] going through the channel in one way or another," she said. "The products are never really sold as a standalone package so there are good consulting opportunities around the software for partners. We're looking for resellers with the ability to position a total solution rather than a small part of it."
Loncasty said that Peregrine is not set up to do direct sales and has only a small professional services team focused on seeding projects and transferring skills to the channel. "We have no intention of building that aspect of the business," she said.
Peregrine hopes that with the right partners it will be able to shake its label as a helpdesk vendor and make a name in enterprise-level application manufacturing.