IT business management software provider Autotask began doing business in Australia 18 months ago and has been drumming up clients on this side of the Tasman more aggressively in the last few months.
The US based company was founded 11 years ago with a particular market in mind: resellers. The organisation has been on a recent drive to open new markets, selling directly to MSPs, resellers and IT consultancies.
"When customers come to us, they know they can't just be selling boxes anymore," says Adam Ross, regional sales director for Autotask. "This platform helps resellers to understand why some things are selling and others aren't, and to create trends. It's the business intelligence that they come for."
Ross has been to New Zealand three times from mid-February to early March to increase the company's brand visibility.
He says that while resellers are helping their customers to increase efficiencies they don't often have the tools in place themselves to develop their own business.
"SMBs are being affected by BYOD and the plethora of platforms," says Ross. "The question becomes, 'do we manage this inside the organization or should we go to the channel?' The channel is doing the same. We talk to people who do not invest in anything on premise anymore. The trend is a massive opportunity for the channel but the challenge is getting their own houses in order first."
The value to resellers that Autotask is banking on to distinguish itself from ERP and CRM and other management packages is that it was customized with resellers in mind from the start, Ross says. Autotask, he says, is a web based software platform deigned to give resellers "cradle to grave prospecting, tracking and billing."
The platform automates and tracks various business processes from a single database, with the idea that this will free up the reseller's time to take care of his or her own business.
"The value is for the reseller is that they may have at the moment five or six software bits to do all this," he says. "This is an all in one solution. It gives them visibility across the board."
Autotask will be holding a roadshow in New Zealand in April, but the details of the dates and times were not available as of this writing.