Micromuse is launching a channel recruitment campaign targeting Tivoli and Hewlett-Packard (HP) OpenView resellers.
Newly appointed Arun Oberoi, former general manager at HP Services, will head up the campaign.
"We are intent on recruiting resellers on a quality rather than quantity basis," he said. "We will target vertical segments, as well as specialists."
According to Oberoi, channel sales accounted for 48 per cent of Micromuse's worldwide revenue in 2002. UK channel sales in the same period amounted to about 50 to 55 per cent of sales. Direct sales to service providers made up the balance.
Oberoi said Micromuse will look to target OpenView and Tivoli partners, although he added: "We will not go to resellers that are completely dedicated to a single vendor's product."
However, George Bathurst, HP's service management marketing manager, said: "We haven't seen that much of Micromuse recently.
"They have struggled with the telco sector collapsing. We're not too worried about them as a principal competitor."
Micromuse has said it expects sales in the first quarter of this year to be "at or slightly over $34m to 35m".
reader comments