Software AG slammed over channel stance

UK distributors drop the German vendor

System software vendor Software AG has declined to respond to accusations that it is not a channel-friendly company.

The German firm was dropped last month by both its UK distributors, InterQuad Systems and Clarity Internetworking, with both firms referring to Software AG's "lack of interest and support for the channel".

Sean Fane, Interquad's group marketing director, said that less than a year after the distributor was appointed the company was not renewing its UK agreement because the vendor had failed to embrace a two-tier sales model.

"In the UK, Software AG just did not seem interested in the channel and did not provide adequate support for its channel partners, but in time they will not have the choice; their products are ideal for the channel," he said. "We have not heard a thing from Software AG since we made the announcement."

Clarity's group marketing manager Simon Welch also confirmed that Software AG had no support structure in place for its channel partners.

"Forming a relationship with an organisation such as Software AG requires a lot of hard work on both sides, but that just didn't happen," he said, adding that the company "didn't seem interested in its channel partners".

Earlier this year, Software AG said it would focus its business strategy on resellers to increase its UK channel base.

At the time, Geoff Cooke, UK general manager for Software AG, said: "We are definitely becoming more partner-centric and our focus on resellers and independent software vendors offers [us] entry to markets that would otherwise be impractical to sell into on a large scale."