Data integration products distributor A To B Solutions has been seeking resellers for Pervasive software -- a brand which it believes can take a larger chunk of the market.
Tony Finnemore, principal consultant at Sydney-based A To B Solutions, said the distributor wanted to sign up more resellers to push Pervasive Software's data integration applications.
"With Pervasive, we already have some channel here, which basically goes across ISVs and solution providers and consultants [and so on]," he said.
"The marketplace is basically database administrators."
Finnemore said the market for integrated business intelligence was increasing, spurred by the growing demands for corporations and other organisations to comply with new regulations around spam, privacy and corporate accountability.
"It's a growing marketplace. SQL Server [for instance] is becoming more common in organisations," he said.
Finnemore said he sought resellers that could work with engines and applications to integrate them with other products and offer data warehousing solutions for ERP and BI clients.
"Data integration is costly. People selling solutions these days have to integrate them with individual business applications," he said.
System integrators had to manage data and their clients often failed to understand that cleaning and moving data around was a costly process," Finnemore said.
He said A To B Solutions was organising various initiatives to attract channel partners.
"The interesting thing about the channel these days is that they get so swamped with all these products and in many cases they don't want to become experts in anything, so in many cases, we work with them in a referral relationship," Finnemore said.
Texas-based Pervasive Software has noted enterprise vendors' trend downwards to the mid-market and a shift from licensing to service applicaiton models. In the US, Pervasive provides the option of embedding, reselling or co-marketing its software via ISV partners.
Koen De Witte, vice president of worldwide marketing at Pervasive Software, said in a statement that ISVs around the world had reported strong customer demand for migration and integration of business applications.