Frontrange to double up

Mid-range CRM vendor, FrontRange Solutions is planning to use a combination of a new products and a bulked up channel presence to double its local revenue over the next two years.

Not satisfied with local revenues hovering around the $10 million mark and growth rates of 20 percent, the company wants new tier-one channel partners to help crank up revenues to $15 million by the end of this financial year. Next financial year, the company is targeting $20 million in sales revenue.

Front Range's strategic alliance manager, Richard Dufty, admitted that it was an ambitious target but added that much of the growth would be derived from new product lines covering infrastructure management, IT service management and sales and marketing relationship management late this year. A customer service product is due out early next year.

"Doubling sounds like a lot," said Dufty. "But [the] new product lines will give us a very comprehensive suite of products and we expect a lot of the growth to be driven out of those new lines."

Aiming squarely at the critical two to 250 seat market through its existing partners such as NEC Business Solutions, Damovo and Aaromba, Dufty was cagey as to which tier-one resellers the company was planning to recruit.

He said, however, that the company would target large tier-one system integrators – the likes of DiData, Volante and Data #3.

"The channel is a vital part of our plans to increase revenue," said Dufty. "With no direct sales force we need the channel to give us that sort of growth.

We are looking to the channel to do what it does best - maintain the relationship with its key customers, understand their requirements and match them to our applications.”

FrontRange's head office is putting more resources into the local operation, said CEO, Michael McCloskey.

"Our Asia Pacific operations represent seven percent of corporate revenue and we want to lift that to 12 to 15 percent by April next year which is the end of our financial year," he said.

"To do that, we've got senior people coming out to help close deals and we're also providing some architectural expertise."