Concord looks to make channel fly

Concord looks to make channel fly

Performance management software vendor, Concord, has appointed a channel manager to help expand its presence in the local market.

Rod Moore, previously a sales manager for HP, has the task of improving productivity through existing resellers and adding new partners to the model.

Currently, Concord operates a two-pronged strategy with its products used by service providers like Telstra and Unisys as well as being sold by Concord Authorised Resellers (CARs).

The only CARs in the Australian market are Dimension Data, Logical, IPM and VOIP but Concord regional sales manager, Peter Martin, said the vendor was keen to add more.

“It is better to have quality than quantity but we would like to expand that number,” he said.

“We are looking for large systems integrators but could also partner with ERP vendors. A lot of products are becoming commoditised but Concord adds value and can help to drive more margins.”

The US-based vendor – that focuses on applications, systems and networks software – has its Asia-Pacific headquarters in North Sydney and another office in Melbourne.

Martin estimated that 50 per cent of Concord business in Australia goes through the channel but said Europe was one of the vendor’s more successful operations and does 80 per cent of its business indirectly.

“We need to make sure the value proposition is understood by our partners and user base alike,” Martin said. “Concord needs better brand awareness.”

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