Endeavors Reaches Out to VARs

On-demand software provider Endeavors Technologies has unveiled its first partner program, which it hopes will encourage more VARs to enter the software-as-a-service arena.

 The company, which counts Microsoft and Citrix among its strategic partners, uses streaming and virtualization technology to deliver applications to users, according to Andy Cole, vice president of sales for Americas at Endeavors.

 Cole said the company’s AppExpress product allows users to stream Windows applications direct to client PCs. The company is also due to launch AppJukeBox solution, which will allow users to have any application streamed directly to their desktop. When they’ve finished using it, it disappears.

 “This year we are really going to focus on positioning this as SAAS delivery,” Cole said. “We allow software vendors and VARs to do SAAS without all the costs and charges that can be associated with it.”

 Cole said the company is looking to get more market share and the best way to do this is through the channel. “We have launched our Endeavors partner program because it’s a quicker way to get out into the market, rather than just selling direct, which can be slow and timing consuming.”

 The program will have four levels of partner: Reseller Partner, Consulting Partner, Accredited Partner and Premier Partner. VARs will be assigned a level based on their commitment and them meeting the criteria to entry, Cole said.  For example, VARs in the Premier level can achieve up to 40 percent margin; they have to commit eight to 10 people to technical training and four to six people for sales training, Cole said. “We are looking for resellers that play in all areas, from SMBs up to the bigger system integrators,” he added.

 The company is looking to recruit 50 resellers across the globe in the first year and has already signed up three players in the United States : BlackHawk Technologies, Ntakt 7 and CSTG.   “VARs can partner with us to get into the SAAS market; we’ve developed a strategy to get their application sets to market quickly.  Our  pricing model means that VARs pay a one-off fee to us, then charge their customers an agreed rate for the service, per user or per month, and we take a small percentage of that, but they keep the lion’s share.”