NetManage appoints sole agent, plans e-business drive

After acquiring Wall Data and Simware last year, and of NetSoft and FTP Software in 1998, host access and eBusiness specialist, NetManage has streamlined its local representation by appointing a sole distributor - Web-enablement and enterprise software specialist, Dax Data.

According to Gordon Ash, managing director of NetManage UK, the decision to consolidate representation in SA is consistent with global trends and in line with the internal restructuring made necessary by the company`s string of recent acquisitions. "Our strategy has been to use technology acquisitions as a means of leapfrogging the competition.

"Consequently, we inherited a host of distribution agreements signed by the companies we acquired - some of which have proven beneficial and some not so. The time to consolidate has now arrived and our selection of distributors and partners around the world, must be in line with our own vision of the future," explains Ash.

Describing southern Africa as an important growth market for the company, he says the appointment of previous Wall Data distributor , Dax Data, was made to ensure continuity of support across the entire product range - including the legacy products of FTP Software, NetSoft and Simware. "It was a tough decision but it eventually came down to the issue of focus.

"Dax Data is the partner most in tune with our future direction and the greatest value to offer in terms of services around our full range of products. It was therefore the most synergistic choice," he comments.

Jeremy Matthews, MD of Dax Data, views the move as positive for the local market because the acquisition by NetManage of Wall Data, NetSoft and FTP Software, in particular, resulted in some confusion. "This appointment gives us a mandate to take on the role of `virtual` NetManage office, thereby eliminating any ambiguity or confusion that may have arisen."

The advent, he says, of the NetManage OnWeb product line creates opportunities in the e-Business and systems integration markets.

From a support point of view, Matthews says his company`s existing infrastructure has been bolstered by access to the wealth of experience and extensive pool of knowledge found in NetManage`s global support network.

"The nature of our business, and that of the products we carry and support, is such that platform and general communications expertise is more critical than intimate product knowledge.

Having said that, Matthews points out that Dax Data has been involved in host connectivity solutions since 1992, when appointed local distributor by Wall Data. "Taking a retrospective view, this means we have been a NetManage partner for eight years, following the learning curve of RUMBA through all its various guises - from 16-bit to 32-bit, to the web-to-host model and now, to the extensions NetManage is bringing to the mix."

With technical representation in the major centres and an extensive support infrastructure, Dax Data expects business as usual. "From our perspective, the technology NetManage has acquired in its various acquisitions is highly beneficial to our existing customers and this is reflected in the company`s product roadmap going forward," says Matthews.

"By the same token, the knowledge base we have built over the years, along with the links we have into NetManage`s global support network, should prove valuable to local FTP Software, NetSoft or Simware customers," he concludes.