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08 Dec 2006
Outsourcer Pasporte will launch an ISV programme next month to expand its channels into the mid-market.
The firm claimed there is a growing demand from mid-sized firms to use outsourcing. It claimed that by partnering with ISVs, Pasporte can expand its market presence.
Gary Woodward, chief executive of Pasporte, told CRN: “We are focused on outsourcing for mid-market companies, which we class as firms that have between 250 and 2,000 employees. We work with four or five ISVs, but those relationships have been formed during projects and were customer driven. Now we want ISV partners on a structured basis.
“We want to recruit a small number of ISVs to work with us in the same fashion as our software vendor partners. We will work collaboratively as part of an overall outsourcing solution. If we can recruit five or six ISVs, that would be good.”
Woodward added that Pasporte is looking to recruit like-minded mid-sized ISVs to work with the outsourcer on joint marketing campaigns.
“If an ISV thinks there is an opportunity to sell using an outsourcing model, the cost for them is enormous,” he said. “They can do outsourcing through us because we have the skills to help them.”
Woodward added that Pasporte has four structured routes to market: through the sales channel of vendor IBM; through mobile operator Orange; and by working with software vendors and direct.
Tony Stirrup, alliances director at ISV Seewhy, which already provides hosted solutions, was positive about the move.
“Pasporte will provide an excellent service to ISVs,” he said. “It is focused in the IBM space, which is a crowded market, but it has focused niche.
“ISVs should consider using outsourcing, but currently that is not the case,” he added.
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