Unix vendor signs enterprising partners

Unix vendor signs enterprising partners

Unix vendor SCO is signing up new channel partners to sell the enterprise version of its Web application software, Tarantella.

The company recently finalised its first contract with Sydney-based Memorex Telex, and is well into discussions with other major Australian resellers to push the product at the enterprise level.

Nimer Maabadi, vice president for SCO Asia-Pacific, Canada and Latin America, said the company had decided to sign new resellers to distribute Tarantella Enterprise II because it had found that "big companies wanted to deal with big resellers". SCO expects enterprise customers to make up about 20 per cent of total revenues in the longer term.

Maabadi said Enterprise II had been very well received around the region. He claimed that at least two large Hong Kong-based organisations with a combined total of approximately 6500 seats were preparing to switch from Citrix to Tarantella.

To boost its overall marketing ability, which Maabadi admitted had been somewhat "questionable" in the past, SCO has established a local professional services division whose aim is to "create demand" for its products by calling on end users. The company also plans to increase the awareness of its products through reseller briefings, workshops, trade shows and print media advertising.

Pacific region general manager Brad Scott has been named as the company's new US sales director for Tarantella. He will be responsible for all Tarantella sales and pre-sales technical consulting within the US market.

Maabadi said he would hold interviews locally for the Pacific region general managership towards the end of the month, and hoped to have the position filled by April 1.

SCO recorded strong growth throughout the 1999 calendar year with revenues up more than 35 per cent on 1998. Boosting last year's bottom line were deals signed with the Victorian Health Care Network's Mercy Health Care to deliver business-critical applications over the Web, and the installation of the company's UnixWare for use in Telstra's payphones and card services division.

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