Business intelligence software firm Information Builders is looking to boost its number of partners and has agreed its first OEM deal in the UK.
The world's second largest privately-held software company is aiming to sign up around 20 systems integrators (SI) and independent software vendors.
It is looking to increase channel sales of its business intelligence and integration tools from 10 per cent to around 50 per cent of UK revenues.
"We're not looking to conquer the world. We're looking to do good profitable business with a small number of companies," said Jim Irving, UK managing director at Information Builders.
"We are trying to take a non-threatening, non-competitive approach to the channel."
Information Builders has agreed its first partner deal in the UK with reseller Gantock.
Gantock provides integration between the JD Edwards OneWorld enterprise resource planning product and Microsoft CRM using integration technology from Information Builders company iWay.
"A lot of companies don't want Siebel because it's too expensive," Glen Wilson, head of business development at Gantock, told vnunet.com.
"iWay provides an out-of-the-box connector to JD Edwards and BizTalk so the integration involves zero coding. We will own the solution set and deliver all the back-office requirements, including bespoke development and services."
Already launched in the US, Microsoft CRM is due for release in the UK at the end of this year. Gantock will also offer the WebFocus business intelligence tool from Information Builders.
But Information Builders will still sell to its largest customers direct.
Michael Shea, vice president of international sales and marketing at Information Builders, admitted the company's channel strategy offers significant scope for overlap between SI services and the company's own operation.
"There is an overlap that does occasionally lead to channel conflict, but I firmly believe in putting the customer in charge and allowing them to decide how they buy," he said.
"We will always have a direct relationship with our largest customers because they demand it."
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