Financial software vendor Pegasus has decided to improve its channel image by adopting a VAR-friendly approach.
The vendor went through more than two years of turmoil with its resellers after it was acquired by Freecom.net (CRN, 12 January, 2000).
But it has since regained the trust of its partners to the extent that it has been allowed to join its own channel pressure group, Admit, formed 10 years ago by about 50 Pegasus resellers.
The change follows a management reshuffle, which saw former sales director Andy West take over as chief operating officer from managing director Paul White, who left earlier this year. Gary Turner, who spent five years working in the channel, took over as head of sales.
"I have worked for resellers as well as for a vendor, and can see both sides of an argument," said Turner.
"Our channel has been treated pretty badly for the past few years, but we have been trying to get the relationship back on track by sharing more of our future plans and listening to resellers more.
"Pegasus's involvement in Admit has also changed since we became a member. It means we can get closer to our resellers and find out what they want."
Unlike its main competitor, Sage, which is trying to trim its channel, Pegasus is also looking to take on additional resellers, Turner said.
The change of heart has been welcomed by the channel. David Egerton, managing director of VAR Profile.co.uk, said: "We are extremely upbeat. There is definitely a change in attitude towards the channel. We feel they are listening and recognising us as partners."
John Dixon, chairman of Admit and managing director of system integrator Computime, called Pegasus's new attitude a "refreshing change".
"Unlike other vendors, Pegasus is not just picking the biggest dealers to work with, it is working with all dealers. The firm joining Admit allows [resellers] to hear a lot more about what is going on at the company," he said.
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