Web development tool vendor Reef has appointed an experienced channel manager and launched a business partner program to attract Australian resellers.
Reef has appointed Tony James as channel manager for Australia and New Zealand. James was most recently director of partner sales at Sydney start-up Bullant Technologies and has also held partner/alliance management roles with Oracle and Sun Microsystems.
Reef has also announced a business partner program, which will split the vendor's resellers according to their services capability. The resellers will be accredited as either authorised partners (for entry-level resellers), or as premier partners, for those VARs able to engage in complex enterprise deals and run multiple projects simultaneously. Premier partners receive 30 free days of project management support and 60 free days of implementation report from the vendor, while all resellers receive free marketing and sales tools and a 24-hour hotline for technical expertise.
According to new channel manager Tony James, Reef began operations in Australia by selling direct because it had not yet had the time to recruit partners, but is now committed to a 100 per cent channel model.
Adaptive Technology is the first premier support partner James has signed on and he is also in discussions with several similar partners such as Oakton Computing and Solution 6. James expects there to be between six and eight channel partners signed to Reef within the next month, and is actively seeking more partners that fit the Reef mould.
"I think you'll find the earlier channel partners for Reef will be the second-tier integrators who have to differentiate themselves with technology from the fat five and the outsourcers," he said.
However, James said the vendor has informed potential resellers that eventually, larger integrators like EDS and Com Tech will also be invited to Reef's party.