Professional services automation software vendor Deltek has turned to indirect sales after seven years of limited success in the UK.
The company has been selling its software direct in the UK since 1996, but has had little success and has struggled to support customers.
Deltek has now adopted a pure indirect strategy, and has launched a recruitment drive in the UK as it begins its search for software resellers. The firm said that it is already in early discussions with potential partners.
Deltek's software automates work for service- and project-centric companies, and requires high levels of support.
"We believe the best possible support will be better provided by local people," said Yousef Bayou, international business development director at Deltek.
Bayou previously worked for Sun Microsystems and Verisign and has drawn on these experiences to create a channel in the UK.
The company will work directly with resellers for the time being, but confirmed that distributors are also an option.
"We will have a multi-tier channel eventually and will appoint distributors if business takes off," said Bayou.
But he added that the company wants to ensure that it does not over distribute its product. "We are not just here to sign as many partners as we can," he explained.
Richard Bradley, a partner at Newburn Consulting, suggested that any business that is project-based should consider professional services automation software.
"This software enables businesses to see what and who within the company is profitable and it helps to manage people and projects," he said.
Bradley pointed out that expert advice and support is vital because such software is very expensive to buy and install, and can be costly if companies get it wrong.
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