Local enterprise management solutions provider Full Spectrum has launched into the distribution game following a deal with US-based software developer, Opticom.
Opticom, who also has distribution deals with Cabletron in Australia, has selected Full Spectrum as the channel for value added distributors (VARs) to flog its iView management software to high-end customers throughout Australia and the Asia-Pacific region.
Full Spectrum has been operating under a VAR contract with Opticom for the last two years, focusing specifically on the enterprise management space.
Julie Jutras, director of global channel sales for Opticom, said the decision to take the relationship to the next level is based on Full Spectrum's performance in training, service and support, and reselling the product successfully over that period.
"We're aiming to go to the VAR community and provide them with products, which may be iView but also any other products they may need to complement their suite for functionality," said Steve Dixon, managing director of Full Spectrum. "We'll provide them with implementation support, ongoing software and maintenance as well as training for themselves and customers."
"From a reseller point of view it's a really easy task. They don't have to sit there and become an enormous expert and understand the intricacies of knowledge management. It's more a case of already having a customer that is looking to adopt a management system and being offered a solution they can plug in."
Aside from the higher margins generated by software-based sales, Julie Jutras, director of global channel sales at Opticom, believes there are specific advantages for VARs who want to work with Full Spectrum to offer iView.
"iView as a product elevates the sales cycle for the VAR because they're actually talking to the IT business manager rather than selling to the engineer," said Jutras.
"There is also leverage through account control. With software and with managing networks, systems and applications you aren't just a point product VAR, you aren't just selling hardware - you're managing the entire infrastructure."
With the current focus on outsourced management and managed network servers, Jutras said Opticom's split offering - one for enterprise and one for the service provider - means VARs can continue their enterprise focus while emerging to offer solutions for the service providers. "If they [VARs] don't have solutions [for service providers] they're going to be out of business because that's where the community is heading," she said.
The iView solution is non-proprietary and integrates tightly over the top of HP and Cisco management platforms, a factor which Dixon feels removes potential friction in vendor-specific accounts. "We don't care what hardware they've got - we're just there to manage them manage it," he said.