Vectra pumps £600k backing into channel

E-procurement software vendor Vectra IT has set its sights on the mid-market, with ambitious plans for growth and a complete migration from direct, to 100 per cent channel.

Bob Tarzey: Channel model will help Vectra target Microsoft and Sage

After recently securing a £600,000 investment from the Stockford Group, Vectra IT has unveiled bullish plans to become channel focused, with the help of its newly recruited chief executive and channel veteran, Neil Robertson.

Robertson said: “Vectra IT’s product is well populated in the enterprise space, so going for the mid-market when launching its channel strategy seems a good choice at first.”

Vectra IT is targeting the mid market with its inSight e-procurement and expenses software suite.

“Vectra IT will start off with a small amount of partners focusing on each area it already works in, for example Microsoft Dynamics and Sage. It is looking for vertical specialisations such as sport, education and finance,” added Robertson.

Robertson said, due to the credit crunch, e-procurement is something that firms should be investing in.

“In the current economic climate the first thing on the agenda is accounting products and how they can improve the control that a company has over its cash,” he said.

Bob Tarzey, service director at Quocirca, said: “If Vectra IT wants to target the Sage and Microsoft Dynamics markets then it makes sense to change to a channel model, because this is how these firms play.

“When a vendor turns completely indirect it normally means they were having problems and decided to change strategies.”