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Email archiver hunts for resellers

Email archiver hunts for resellers

UK software company KVS is looking to appoint New Zealand resellers for its email management and archiving products.

The company, spawned from Compaq in 1999, has been partnering with Gen-i for 18 months and has a worldwide agreement with Hewlett-Packard.

But KVS’s Sydney-based regional director, and former Citrix salesman, Bjorn Engelhardt says the company is looking beyond the top-level integrators for additional partners in this country. “What we’re looking to do is broaden our geographic regions — the areas HP and Gen-i aren’t in, the small and medium business space as well.”

Engelhardt says there is a lot of customer interest in email management and archiving software due to increased record keeping requirements from new or revised legislation, such as the Electronic Transactions Act 2002 and Local Government Act 2002. This provides resellers with a good opportunity as customers grapple with email policies.

“The biggest danger that we see [in New Zealand and Australia] is that most organisations are transferring the stewardship [of email] down to the user level. A lot of resellers want to look at archiving software because it’s a way of getting back in to customers.”

In return for three days’ training, KVS offers resellers up to 30% margin — depending on their involvement in a sale — on its products, which are priced per user or mailbox. There is not a reseller tier structure and resellers buy directly from KVS. The company has around 100 customers in Australia and New Zealand.

Engelhardt, who started with KVS in June after leaving the Citrix sales director role a year ago, says he is hoping to appoint a New Zealand representative within six months. The company has planned New Zealand road shows for June.


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