Dexterra is looking to the channel to help it take advantage of a burgeoning enterprise mobility market.
The vendor has announced it is on a partner recruitment drive to take its indirect sales up to 90 percent by the end of 2006.
Currently, its local channel of two ISVs and five VARs contribute around 60 percent of all sales.
With the company experiencing 40 percent quarter on quarter growth, enterprise mobility were needed to help ride the wave, Dexterra APAC VP, Drew Mitchell, said.
“We’re uncovering significant opportunities on a day-today basis and can’t possibly handle them all ourselves,” he said. “We’re also product-focused company so we rely on being able to recruit quality resellers to supply the consulting and deployment side.”
To help capture opportunities in verticals like field service, merchandising and government, Dexterra had also released version 4.0 of its flagship Concert application.
The product allows businesses to develop, connect and deploy mobile applications for use on PDAs and smart handheld devices.
“Concert 4.0 places less demands on resellers and ISVs, so has the potential to really open up the market for us,” he said. “We can now target more product-focused, rather than consultancy-focused, partners.”
Dexterra would work to double its VAR partner base, add a number of additional ISVs and explore a relationship with a telco over the next year, Mitchell said.
“A small business buying a time and cost application from a telco is not out of the bounds of possibility,” he said. “Telcos also want to sell more data and this a way to generate demand.”
Mitchell could not comment on the expected growth rate of the mobility market in 2006, but said recent research Gartner research was encouraging.
“They recently said that around four PDAs are sold for every notebook,” he said. “That portends to a major move toward mobility applications.”
Dexterra upwardly mobile
By Tim Lohman on Nov 16, 2005 11:54AM