DataPower Technology Inc., maker of XML and Web services products, has doubled its partner roster in an attempt to simplify the sales process for an increasingly diverse customer base, company officials announced this week.
"Businesses today are out there for a reduction in complexity not just of the technology, but the way they buy it," said Eugene Kuznetsov, DataPower's Chairman and chief technology officer. "If they can get it from someone they know and who knows there environment, they prefer that."
"There is so much demand and from such a diverse group that we can't be everywhere and be everything to everyone," he added. "It is only practical that we find resellers who can meet this demand."
The Cambridge, Mass. company added 14 new VARs and System Integrators to its PowerLine Channel program, bringing its partner base to 26, to sell its application-oriented network (AON) infrastructure to optimize and manage XML Web services .
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The company currently moves 30 percent of its revenue through the two-year-old PowerLine channel, but Kuznetsov expects to cross the 50 percent line within two years.
DataPower's product line is uniquely suited for the channel, Kuznetsov said.
The company says the products are designed to deploy easily, leverage existing infrastructure, and require no code changes to existing applications and remain scalable.
"It's integrated and channel ready," he said. "It encapsulates a lot of functions and you have it up and running in no time. Yet there's still room for a large margin on this. VARs can make a lot of money and be very successful off of this solution."
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