Lidcam Technology has been selected as the first Australian distributor for Internet mail platform provider Sendmail.
Since commercialising two years ago, Sendmail has only shipped products to Australian customers who approached them, said Jan Poczobutt, Sendmail's director of channels development.
Following success with its commercial products in the US, Sendmail is expanding its distribution in key markets, including Australia, Japan, the UK, France and Germany, said Poczobutt.
"It was only in the last half of 1999 that we realised the demand for our products was much greater and we started to look at markets outside the US," he said. "The only way to meet the needs of customers is through partners, resellers and distributors."
Under the agreement, Lidcam will sell the Sendmail Switch family of products to ISPs, corporates and resellers in Australia. Lidcam representatives will be trained by Sendmail to offer services and support to customers.
Greg Maren, technical director at Lidcam, said the company plans to initially focus on serving ISPs and enterprises until channel partners become skilled in the products. "Until there is enough local expertise in the channel, dealing direct with the customer and maybe an integrator is best," he said.
Maren said Lidcam will be setting up channels with local resellers, integrators and partners to sell Sendmail products. Additionally, Lidcam will provide sales and support training to the partners.
Meanwhile, Poczobutt said it is likely that Sendmail will partner with more local distributors and resellers as the company starts to penetrate more markets.
"Not one single company can reach all customers. We will add partners to help us increase market coverage," he said.