Software development tools vendor Macromedia has appointed Express Data to distribute its products, signaling a move to a mass channel model.
Previously distributing its products through niche distributors Firmware Design and Scholastic Australia only, Macromedia has now appointed the broad-based Express Data to gain access to new corporate customers in the wake of its acquisition of Allaire late last year.
Macromedia managing director, John Treloar said Express Data services the kinds of corporate resellers that bundle hardware and software products together. He hopes these resellers may now choose to include Macromedia products in the package deals.
"Our products are being asked for in corporate environments," said Treloar. "While the Web design industry has suffered from the dot-com crash, we are still growing at 30 and 40 per cent because most of our customers sit within corporations. Our products now cover a broader range of business solutions rather than just Web development products."
Treloar said Firmware - which specialises in Web design products - and Scholastic which specialises on the education vertical niche - have done a great job of building the vendor's market and continue to do so. "But we weren't getting the coverage we thought we needed in the corporate area," he said.
Treloar said the management at Firmware and Scholastic acknowledge and understand why the vendor is expanding its distribution channel. "They understand we need broader distribution," he said. "They don't want to be that kind of distributor."