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27 Oct 2006
IT automation and datacentre management vendor Opalis is embarking on an ambitious partner recruitment drive designed to support its planned expansion across Europe.
The US-based vendor is predominately looking to recruit channel partners in the UK, Germany, France and Italy. However, it also wants to recruit smaller numbers of partners in emerging European markets.
Todd Delaughter, who joined Opalis as its chief executive earlier this month from the position of general manager for OpenView at Hewlett-Packard (HP), told CRN that the firm does not have any specific channel partner recruitment numbers in mind.
“We believe firmly in a strong channel strategy and we will be enhancing that as we expand,” he said. “We need resellers with geographic reach and a local-market understanding.”
The vendor has already formed a relationship with distributor Perspective in the UK. It is also looking for about two dozen accompanying VARs in the region.
However, Delaughter admitted that it will also have a direct-sales presence.
“[Our software] automates IT processes to lower operational costs that are high because they use manual processes,” he said. “This will be a huge opportunity for channel partners.”
Clive Longbottom, service director at analyst Quocirca, told CRN that Opalis appears to be competing with large and established channel technology such as HP OpenView and IBM Tivoli.
“Opalis is trying to play the big players in the market at their own game,” he said. “It could prove hard for Opalis VARs to make sales against such big vendors because they don’t have the established name or financial backing of the likes of HP. It will be an uphill struggle.”
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