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As seen in ARN, 03 August, 2007

Knowledgeone Sets Up Channel Structure

ISV searches for resellers, system integrators and distributors for its information management software

Written by Julia Talevski

Sydney-based ISV, Knowledgeone Corporation, is scrapping its direct sales model and launching a channel strategy.

The decision follows the launch of its new product, Knowledgeone (K1). The pre-configured information management suite includes a range of applications such as records and document management, imaging, workflow, asset management, human resources and CRM. The generic application is based around the Microsoft .Net model.

Formerly called GMB, the company re-branded to Knowledgeone Corporation two years ago as part of a five-year plan to expand its product portfolio and market strategy, founder and CEO, Frank McKenna, said. The company previously focused on selling its document management product, RecFind. "It wouldn't be right for us to approach the market in any other way because of the nature of the product we now have," he said.

McKenna said he would like to attract about 30 resellers, service integrators and value-add distributors involved in supplying and maintaining applications. "We're currently talking to some large system integrators. We didn't want to start until we had the product released, installed and lots of customers on-board. Now we think we're ready," he said.

Partners that join up will have access to training and certification across its product range, market leads and pricing options, where partners have a choice to offer products on a subscription or perpetuity pricing as well as software-as-a-service (SaaS).

"Resellers can install K1, modify it and wrap their services model around it. The objective is to try and make our product as competitive, easy to sell, install and support as possible," he said. "This is different from RecFind and it needs a whole different way to sell it and market it and so we are experimenting with different things."


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