Scandinavian ERP vendor IFS is working on building up its British channel as it looks to move away from its purely direct sales model.
The company's chief executive officer, Bengt Nilsson, explained that although the direct sales model had provided success in attracting manufacturing clients such as MG Rover, channel partners would help expand their sales base.
"We are looking for partners with domain expertise in areas such as utilities and the public sector," he said.
IFS aims its software at the high end of mid-market businesses. This places it in line with competitors such as JD Edwards and Scala.
But competition is also increasingly coming from enterprise-class vendors such as Oracle and SAP, who have been recently courting smaller firms.
Nilsson believes that the component architecture of IFS software enables his companyto take on such competition. "We have 5,000 separate components in 60 different modules, ensuring we can deliver the software that is really needed by customers," he said.
"Our architecture also enables us to integrate with other legacy systems faster and cheaper than our competitors," he added.
Some VARs will balk at the thought of reducing integration costs. But the IFS approach, said Nilsson, allows end users to implement smaller projects and enables resellers to develop a long-term relationship, improving the potential of future sales.
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