FrontRange to grow indirect business

Software vendor pledges to push more than a third of its overall business through the channel

Ian McEwan: adding more VARs is not necessarily going to be enough

Software vendor Front­Range Solutions plans to migrate another 15 per cent of its overall business to the channel within six months.

The vendor, which counts software asset management outfit Centen­nial and Enteo among its recent acquisitions, has pledged to in­crease indirect sales from 20 to 35 per cent of the total business through partner enablement and recruitment activities.

The firm has recently ex­panded its UK sales team, with hires from the likes of Lenovo and Sym­antec. They will focus on providing extra support to the firm’s channel partners.

Ian McEwan, EMEA vice president at FrontRange, said: “Adding more VARs
is not necessarily going to be enough. Training and accreditation will be vital to ensure partners can add value to the products.”

John Fox, technical director at FrontRange partner CRC Europe, said the company should have no problems growing its channel business. But he added that reaping the rewards might take time.

“An increase in the number of deals the channel closes on the firm’s behalf will take longer than a few months to ach­ieve because of lead times.”