Inxight Software is looking to bolster its UK channel presence by tempting resellers with offers of 25 per cent margin on sales, and the opportunity to provide consultancy services.
The data management vendor produces software that allows firms to find information from unstructured data, such as emails or presentations.
Inxight previously distributed its software through original equipment manufacturer agreements with companies such as Oracle, IBM and Computer Associates.
The company now wants to attract end users by going through resellers, according to European vice president Russell Prince-Wright.
"As well as getting 25 per cent margins on sales, there is a real opportunity for resellers to sell services on top, and that's where the real incentive is," he explained.
Inxight will sell entirely through the channel and, although it has a small services division, this is entirely focused on providing training and support for its channel partners, said Prince-Wright.
James Governor, an analyst at research firm Illuminata, said that the market for software that manages unstructured data is "huge". But he warned that resellers should be cautious about the firms with which they partner.
Businesses are increasingly looking at ways to manage the vast amount of information they collect, but current methods are potentially confusing for users.
"All the major vendors are coming to market with ways to manage this data," explained Governor.
"Undoubtedly some of the smaller firms will produce very effective products, but the financial stability of the vendor should be a major consideration."
Inxight hopes that its recent round of fund raising, which saw venture capitalist VantagePoint Venture Partners and Deutsche Bank invest a total of £14m, will reassure resellers that it has a long-term future.
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