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Systems Union looks to channel for business sales

Systems Union looks to channel for business sales

Financial software producer, Systems Union, wants to attract new reseller and OEM partnerships following its move into the business performance management market.

Recently appointed CEO, Tony Farrell, said the channel currently represented just 10 per cent of its business software sales.

The company was now seeking to split direct and indirect sales evenly, he said.

Systems Union has traditionally operated in the financial systems space.

Farrell said the acquisition of German business intelligence software group, MIS AG, along with Lasata in May last year, had seen the vendor gain new business performance and analytics reporting tools.

"We've taken on new products from MIS, Lasata and in the SunSystems Vision space," he said. "We're now trying to get these out through our existing reseller chain as well as recruit more partners. We have existing skills in the financials market but we want to move into the business performance space."

The vendor currently has five active VARs in Australia including Eclipse and Professional Advantage. Alongside new resellers, Farrell said it would also work on building up new OEM partnerships as a way of further distributing its recently acquired business software solutions.

One example would be to on-sell the SunSystems Vision product to other systems providers, he said.

"We have had some arrangements with QAD and Micros, who rebadge our financials software as their own," he said. "We're now looking for opportunities for our whole range of products. We're trying to grow the OEM side as much as possible."

Farrell said he expected to record at least 20 per cent sales growth across its business software product range in the next 12 months. A large proportion of this would come from new OEM relationships as well as the channel, he said.

Farrell was appointed CEO from his previous position at Lasata, a company he co-founded.

To help fuel a channel drive, he said he was now appointing several channel-related personnel in its subsidiary offices in Canberra, Melbourne and Perth.

These employees would then be in charge of developing new reseller programs and initiatives for its expanding range of software, he said.

"We need to look at the rollout of our new products, and provide training and education," Farrell said. "We will also have new marketing campaigns."

The new programs are expected to be available in the second quarter of the year.


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