Data Integration VARs Targeted in Channel Program

Expressor Software offers margins of more than 20 percent in an effort to automate DI projects and reward VARs for referrals and sales. The vendor hopes to authorize 10 U.S. VARs by year's end.

Expressor Software has launched a global partner program targeting VARs specializing in the data integration (DI) market. The program offers margins of more than 20 percent, a key weapon in this vendor’s market strategy to automate DI projects, cut customer costs and reward VARs for referral and sales.

The key to Expressor’s strategy is its low-priced, highly automated DI software, said Mark Talbot, business development manager for Expressor software, Burlington, Mass. Talbot said Expressor has taken a very different approach to data integration from its competitors by including upfront many of the features and functionality that other vendors typically add over time. Expressor 1.0 automates the most labor-intensive parts of data integration projects, delivering superior processing performance for batch and real-time operations, he said.

“But what really sets our product apart from the pack is its low total cost of ownership,” he said. “It is four to five times cheaper than other solutions and four to five times faster.” Another factor setting Expressor apart is its usage-based pricing, bucking the industry trend of per-seat pricing.

To sell its software through the channel, the vendor launched a two-tier partner program to make it easy and convenient for leading-edge DI partners to do business with Expressor, said Talbot. “The entry tier enables partners to evaluate the Expressor product and to prototype, test, develop, and demonstrate solutions based on Expressor at no cost,” he said.

The second tier is for partners that would like to enter into referral, reseller or embedded software distribution agreements with Expressor software, Talbot explained. All of these agreements are designed to make it easy and profitable for resellers and ISVs to work with us,” he said.

Talbot said the vendor is hoping to recruit about 10 trained partners in the United States by the end of the year, and to have about five distribution partners in Europe. “We believe we have a compelling sales proposition for VARs. We have a very smart, fast and affordable solution compared to our competitors’ offerings, and we provide great margins,” said Talbot.

TAGS: XML,IT,data integration,VARs

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