Communications software producer, System Solutions, has taken the red pen to its channel strategy, introducing new tiers to its partner program to help grow its indirect business.
Recently appointed general manager, Michael Warnock, said the Australian-based company has now divided its partners into three tiers: certified partner, partner and reseller.
Each was based on revenue targets as well as areas of focus, such as a particular industry vertical or geographic location, he said.
A variety of product discounts are on offer, with certified partners gaining the highest concessions. The top tier will also have access to a cooperative marketing fund, support and technical training and quarterly updates on System Solution's software products.
Warnock said the company was now in the process of signing up its first certified partner, BTAS.
"In the next 12 months we will add 5-10 top tier partners to the business," he said.
They would include systems integrators, as well as resellers working with its current partner, Cisco Systems.
Overall, Warnock said he would like to have a managed partner base of about 20.
System Solutions develops a range of software applications designed to tie in an organisation's communications tools. Its flagship product, MessageManager, is a messaging platform which provides voice messaging, speech, fax, email and SMS services.
Warnock said one of the key drivers for the revamped partner program was the launch of the company's new series of VoIP products.
While System Solutions continued to offer communications software based on Time division multiplexing (TDM) systems, IP-based deployments had grown significantly, Warnock said.
"Our partners are positioning themselves towards an IP future," he said. "Deployments have proven that it's a viable technology.
"We're hoping to catch that wave."
The company is also working on a new mobility solution, to be released in the first quarter of 2005.
The software, which was being developed under Microsoft's beta program, would fit with the software giant's life server solution, Warnock said.
As part of its channel recruitment drive, System Solutions will also hold a breakfast briefing in late November in Sydney for both new and potential partners. The briefing will be co-hosted by Intel and Microsoft.