The merger of infrastructure software vendor Autonomy and search management firm Verity has been completed and the combined firm intends to push more sales through the channel.
Speaking to CRN, Mike Lynch, chief executive of Autonomy, which acquired Verity for $500m last year (CRN, 14 November) said the indirect approach has helped Autonomy grow its business by over 61 per cent in the past year.
“We do attribute that growth to our partner model. Revenue is doubling and there is plenty of work out there,” he said.
Lynch said the Autonomy and Verity salesforces have been combined and the joint team will be encouraged to work with the channel.
“Our joint partners will be able to sell a lot more. The only real competition for Autonomy was Verity and vice versa. Now partners will be able to go to customers and offer them the complete solution,” Lynch said, adding that the firm plans to spend $50m on R&D this year.
He said Autonomy would be keen to recruit new partners, particularly those with expertise in real-time compliance and litigation management, areas he identified for growth in 2006.
“We like partners to take a long-term view of customers. Often a satisfied customer will mean repeat business and it is important to establish trust and deliver on that,” he said.
Lynch said the vendor would not rule out further acquisitions, but probably smaller, niche companies rather than anything on a “grand scale”.
Kevin Phillips, managing director of Autonomy partner GateWest, said: “Autonomy recognises the capabilities of partners and plays to their strengths, in our case, knowledge management and e-learning.
“As an Autonomy partner, the most compelling opportunity that the Verity acquisition offers is the opportunity to share our specialist knowledge with an expanded customer base. As Autonomy grows, so do we as partners,” he said.
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