Tridion targets verticals via channel

Content management software maker Tridion is looking to drive more sales through resellers in the public sector, tourism, retail and automotive industries.

The company, which currently sells through 25 resellers in the UK, wants to double this number and increase its proportion of indirect sales.

"In order to service our customers' requirements for content-centric applications, we are looking to partner with companies that have knowledge of specific applications and sectors," said Mark Galloway, director of partnerships and professional services at Tridion.

The product can be built to suit markets which benefit from the integration skills of resellers.

"Throughout 2003 and the end of 2002 we have been focusing on this channel and hope to have 90 per cent of sales through it by the end of 2003," explained Galloway.

"We work with partners ranging from IBM Global Services to local resellers with good relationships with customers."

Tridion claimed that its software forms part of a wider infrastructure and is therefore a "good fit for resellers" of other networking products.

Chris Saul, business development director at reseller Conchango, indicated that there is solid demand for content management products.

"In today's businesses there is a lot of content on networks and a lot of different people managing it, so this type of product reduces costs," he said.

Saul added that increasing its indirect sales focus will help Tridion build demand.

"If you are a vendor that wants to increase demand you do not want to get bogged down in deployment," he said. "The channel has the skills to do this for you."