Applix seeks channel intelligence
- 25 August, 2004 16:35
Applix has appointed Sydney-based reseller, Cubewise, as part of plans to shift all of its sales into the channel.
Applix Asia-Pacific vice-president, Tim Wright, said the software vendor had spent the past 18 months appointing reseller partners after deciding to dump its direct sales model.
"Everything we sell now is going through our partner model," he said. "We're now pushing formerly direct clients out to the channel. We want partners to become the first port of call.
"Our tack in the next year is to have all of our historically direct clients with our partners."
Cubewise joins a list of nine other Australian Applix partners - including SPF, Resonate Solutions and BMA Group. Most are based in Sydney or Melbourne, with one apiece in Canberra (Excelerated Consulting) and Brisbane (Tantryx).
Although Applix works with the reseller on developing proof of concept and pre-sales strategies, Wright said the onus was on partners to make the sale and provide additional consulting services.
"We will work with partners to do a skills transfer," he said. "We do some training onsite and will help them with the implementation of our TM1 product at a client's site."
With just seven staff located in Australia, Applix could not keep TM1 skills in-house, Wright said.
Applix is a US-based company specialising in business analytics software. Its flagship product, TM1, is a platform designed to assist companies with business performance management (BPM). The company also operates across Asia and the UK.
Wright said there were currently three main global players in the BPM space: Hyperion, Datum (now part of Cognos) and Applix. All offered a database engine platform and a front-end applications layer. TM1 was different to competing products because it used Microsoft Excel for its front-end, rather than a proprietary solution, he said.
To coincide with its channel push, Applix was looking to build its customer base with government, medium to large enterprise and financial services companies, Wright said.
Applix would also work to build alliances through industry initiatives, such as the BPM standards group, to try and construct a whole dashboard of products addressing the end user's BI needs, he said.