NZ distributor needs coverage, says Yellowfin

NZ distributor needs coverage, says Yellowfin

Yellowfin’s chief executive says the vendor has failed to find a local distributor due to a shortage of companies that can provide national coverage.

The Australian business intelligence vendor has been hunting for a distributor since the middle of last year, but its Melbourne-based chief executive Glen Rabie says it has been more complicated than finding resellers.

“The challenge, ultimately, is that New Zealand is a relatively small market and as a result everyone knows everyone.

“Finding someone who’s really got a breadth of coverage is the main thing,” says Rabie.

In the meantime, Yellowfin has been signing up resellers for its standalone, web-based product, Yellowfin Business Intelligence. The company has two main markets, says Rabie, each of which is growing well. One is traditional resellers, the other the OEM markets through vendors such as software development firm Napier Computer Systems (NCS), which embeds Yellowfin in its own branded application. Yellowfin has been working with NCS since mid-2007.

It has also recently added Auckland-based design, integration and maintenance specialist Velocity Global as a reseller. Rabie says Velocity Global will use Yellowfin to build analytics for Pronto and SAP Business One, the ERP applications it supports, and provide this application to its ERP systems customer base.

As far as distribution is concerned, says Rabie, it’s a matter of locating a company with a big enough network to service New Zealand’s entire IT market.

“Velocity Global services a particular niche and isn’t really going to sell outside of that niche – it’s not going to have the skill-sets to do so.”

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