IT services management (ITSM) and CRM vendor FrontRange Solutions is opening up its SaaS portfolio to partners after seeding the market directly.
FrontRange launched a SaaS version of its ITSM product in January and initially used a direct-touch model to drum up interest among early adopters.
The vendor expects SaaS to generate four to five per cent of its revenue from a standing start and vice president of products Kevin Smith said this would offer partners a lucrative new route into end users.
"The ITSM and IT asset management markets are continuing to grow at four to eight per cent annually but demand for SaaS is growing at three to four times that," Smith said.
Thirty-six UK partners are set to attend a launch event tomorrow and the channel push will be backed with a certification programme and SaaS marketing drive.
EMEA vice president Ian McEwan (pictured) said FrontRange's partner base went through turmoil last year as the vendor ironed out terms and conditions following an acquisition spurt.
FrontRange now has 29 UK partners but McEwan said he would like to boost that tally by 20 to 30 per cent following its move into SaaS.
"We need partners who understand the ITSM and asset management arena and can bring value-add," he said. "We have a large number of partners through the Centennial acquisition that are LARs and although they are good at what they do, it can be a challenge to get them to step up to ITSM."
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