Channel Makes It Soe for GMT
- 08 March, 2000 12:01
UK-based software development company Greenwich Mean Time (GMT) is looking for resellers to vamp up its Australian presence.
Taking a two-pronged approach to its channel strategy, the company is looking for systems administrators to sell its enterprise solution Make It Soe and retailers to sell its consumer product The J Box.
Already two channel partners have signed on: International Software Warehouse and Vox Retailing, the owner of the Chandlers retail chain.
"We're actively recruiting other resellers - a mix of national and regional," said Michael Squires, managing director of GMT Australia. "A dozen would be a good starting point. We are offering a strong retail product and a corporate product that we will sell through systems integrators. We're also putting together a VAR program, with training and accreditation."
Prior to setting up the Australian head office in Sydney in January this year, GMT was represented locally by a distributor of the same name.
"The distributor was GMT Pty Ltd. We don't deal with them anymore and they are no longer trading. They had financial problems and there were also other issues. We got feedback from the channel that they would prefer to deal with the actual parent company, so we made a decision to invest in the country and open an office here." Initially GMT plans to deal direct with the integrators and resellers rather than going through a distributor, but Squires said the company would consider employing a distributor if the channel grew too large to handle.
Make It Soe is an enterprise product which offers IT managers greater control over desktop applications, while The J Box is a consumer product which condenses CDs on to a hard drive to create a home juke box.
"We were working on an asset management tool when Y2K came along," Squires said. "Y2K is only a symptom of the problem. It should have been easy to fix, if it weren't for all the clutter on the desktop. Make It Soe gives IT directors more control, so they know what's there and when something unauthorised is added. It's a form of locking down, but it's inexpensive and easy to deploy."
Make It Soe is aimed at organisations with a network of more than 50 PCs, but Squires said the product is most valuable for bigger organisations, where software management is more crucial.
GMT never sells direct, but a 30-day trial of The J Box can be downloaded free from the Web. Customers can also buy over the Web, but this is through e-commerce-enabled channel partners, rather than direct.
Squires said conservative estimates show sales of Make It Soe will surpass $3 million this year, while sales of The J Box will total about $2 million.
GMT has more products in the development stage and Squires expects to triple the revenue base by next year.