Attunity to triple ISV partnerships this year
Vendor looking to boost partner numbers to gain greater global coverage
Enterprise data integration software vendor Attunity will more than triple its UK ISV partnership numbers this year, CRN has learnt.
The vendor said that it currently has three sole-Attunity UK ISV partners, but that by the end of the year it plans to have a further 20 active ISV partners by teaming together with the ISVs of its already established vendor partners, such as Microsoft and Oracle.
Kim Lewin, vice president of EMEA at Attunity, explained that the ISV strategy is now based on its need for a greater global coverage.
“We currently have a very small number of partners and are looking to greatly expand that. As we move forward the goal is to work with the tier one systems integrators who are already working with our strategic partners such as Oracle.
“This strategy will be EMEA-wide and we plan to put regional strategies in place as they are required, such as in Scandinavia,” he said.
Additionally, Attunity also told CRN that a new go-to-market strategy would enable it to attack a number of key vertical markets, such as the government sector, that it has identified as honey pots for its software. It also claimed that 2006 will be a positive year for data integration and data capture technologies
Lewin added that by expanding on the numbers of partners it works with the vendor will be able to select ISVs that have a particular vertical focus and have contacts within that sector.
But Alan Mushett, managing director of VAR BrightStrand, warned that Attunity should think carefully when expanding its ISV numbers.
“Twenty partners sounds like a sensible, manageable number. However, if it wants EMEA coverage then it needs pan-European partnerships, and that will involve fewer partners.
“However, Attunity should be wary of expanding too quickly because this may force partners to have to compete for sales.”