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OPEN SYSTEMS PITCHING TO RESELLERS
The last edition of this newsletter referred to the new Open Systems channel program. It turns out that there aren’t a lot of changes to the program itself. But what has sparked the company to make more noise is the attraction of the .Net architecture of its Traverse software. “We’ve tweaked some minor things. What’s new is that people are interested in working with us because of that technology,” said Linda Shillingburg, whose promotion to vice president of channel development had been announced at the same time.
Shillingburg said yesterday that the company attended the Sleeter Group conference for the first time this year and found resellers who were asking “what is the next step?” The channel program includes ISVs and resellers. Not surprisingly, Open Systems is hearing from the Dynamics base, given Microsoft’s efforts to thin those ranks. In terms of calls expressing interest, “We’ve had as many of those as we’ve had from Syspro, MAS and Accpac partners,” she said. These include what Shillingburg called strong reselling partners. Many are looking to diversify product offerings. Others, she said, are attracted by Traverse’s flexibility. Open Systems is looking for resellers that have narrow vertical focuses, and is also trying to fill in geographies in which it doesn’t have VAR coverage.
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