Customer relationship management (CRM) software vendor FrontRange Solutions is revamping its channel strategy in an effort to attract more resellers.
The firm, which also specialises in helpdesk software, recently announced a distribution deal with Northamber and is encouraging its existing partners to move from a direct to an indirect sales model.
Steve Feeney, sales director at FrontRange, said that the company is aiming to move to a 100 per cent channel model within three years.
"At the moment, the split between direct and indirect is roughly 80/20, but we are aiming to get that figure to 70/30 this year and to 100 per cent within three years," he explained.
"We currently have about 30 partners in the UK and are hoping to double that number over the coming months," he added, claiming that the company was looking for "quality not quantity".
Partners will be required to have at least two representatives trained in both CRM and helpdesk applications, but Feeney said that FrontRange will provide ongoing sales, service and marketing support.
Chris Jones, a senior analyst at Canalys.com, said: "Vendors can increase their market reach by using the channel and can find the right customers for their products by relying on the industry knowledge of resellers and distributors."
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