Customer Relationship Management (CRM) software vendor Frontrange has announced its has struck up a deal with distributor Tech Pacific, to serve the broad range of small resellers the vendor is yet to penetrate.
Frontrange managing director Archie Wilson said the vendor had started out trying to make its presence felt in smaller resellers by dealing with them directly, but soon found such a strategy was impeding the company's growth.
Wilson is hoping Tech Pacific will give IT resellers enough exposure to Frontrange that they may choose to try the products themselves. "If they use it, I am confident they will recommend it to their customers," he said.
While Tech Pacific will take care of mainstream IT resellers, Wilson said he is having a lot of success with a new channel he was previously unaware of in his past roles with the likes of Intel and 3Com. Frontrange has stumbled onto a variety of IT services companies that focus purely on the implementation of accounting systems in the small to mid market, delivering products from vendors such as ACCPAC or Arrow. "It's been a revelation to me," said Wilson. "These are not companies normally considered part of the IT channel."
Wilson touted that Frontrange is the only CRM software vendor that is 100 per cent focused on channel sales in Australia. He believed Remedy was building on a channel strategy before it was acquired by Peregrine Systems, who sell direct.
As well as the new Tech Pacific partnership, Frontrange has signed an agreement with IBM that should result in the bundling of Frontrange's CRM products with IBM's NetFinity range. Wilson said the major vendors are under pressure to provide all-in-one solutions instead of boxes, and CRM is one horizontal yet to be explored.