Vendor wants Tender resellers
- 27 August, 2003 17:07
E-procurement vendor, DecisionMAX Software, is looking for resellers to take its TenderMAX Pro product to market. The sales model for the tender evaluation software has been set up with reseller annuity in mind, DecisionMAX managing director, John Byron, said.
TenderMAX Pro allows users to automate the tendering process. Further sales come from suppliers wishing to respond to tenders, who need to purchase the supplier version in order to import and respond to tenders. Suppliers effectively pay an annual license fee to be able to respond to tenders.
The automated tendering software was already being used by Queensland’s health department, St George Bank, as well as being piloted at NSW Health, Byron said.
While DecisionMAX had initially focused on a channel of procurement specialists, Byron said he was now looking for IT software resellers.
“You just need sales skills,” he said.
DecisionMAX had procurement specialists available in every state to provide assistance where needed, he said.
It recently launched the TenderMAX product in the UK, after entering the NZ market in March.
DecisionMAX also sells a total cost of ownership (TCO) tool, which enables companies to audit their fleet of copiers, printers and faxes and calculate the cost of running each machine.
“It brings it down to a cost per copy,” Byron said.
The TCO product could be a useful tool for dealers to “become an analyst within the business,” he said. “Purchasing is the key to the front door,” Byron said.
A reseller supplying TCO software would “know what they buy and who they buy it from”, and could potentially use this knowledge to gain further sales into the business.
While DecisionMAX was also on the lookout for resellers for its TCO product, experience in the print environment was crucial.