Application performance management (APM) vendor Precise is building a UK channel as it targets the customer base of former owner Symantec.
Symantec bought Precise in 2003 but sold it to private equity firm Vector Capital in March 2008 to focus on its core storage and security business.
Precise claims its first major release as an independent company – Precise 8.5 – will offer a migration path for Symantec customers to help them preserve their existing investments.
Mark Kremer, chief executive of Precise, said: “We would like Precise to generate 30 per cent of its business through the channel.”
Ed Colonna, global vice president of marketing at Precise, said: “We already have a partner programme in place with incentives such as discounts offered on projects that expand and upgrade at the same time.”
The vendor has also recruited a UK head of channels, Greg Nice who joins Precise from EMC.
Clive Longbottom, IT service director at market watcher Quocirca, said Precise will have to offer its channel something else besides preserving a declining product set.
“It is chasing a niche market. To build its own channel they will have to have clear messages – there are not many customers that invested heavily in APM that are now waiting for their white knight to come over the hill.”
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