Intellisol reinvents its channel

Software vendor Intellisol International is reinventing its channel strategy, introducing a three-tiered reseller program based on its US operations.

Phil Dodds, CEO of Intellisol International, said the move was prompted by its acquisition of Positive Software earlier this year, coupled with the success of the company's channel program in the US.

Although the new program is based on the US model, Dodds said it had tailored it to suit local conditions. "We decided the two things that had happened -- their success [of the channel program in the US] and the new company -- as an opportunity to relaunch, based on the US model."

Currently about 50 per cent of Intellisol's sales in Australia are through the channel, but Dodds hopes the new structure will lead to increased sales through resellers. In the US, Intellisol sells 80 per cent through the channel.

Intellisol has also recently received an equity investment from Macquarie Bank, part of which Dodds said would be used to facilitate this channel push. "We're going to put a lot of effort into new channel partners to get them geared and ready and being able to represent our product."

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