Global services and support and customer relationship management software company, FrontRange Solutions, has appointed the JSE-listed Square One Solutions Group as a channel partner distributing its GoldMine 5.0 customer relationship management (CRM) software in SA with effect from 1 September 2001.
Square One CEO sales and marketing, Steve Berryman, said Square One's "boutique" distribution model would add value for FrontRange Solutions' GoldMine 5.0: "In order to do real justice to the product there has to be the right element of value-add applied to the pre- and post-sales process. Square One has always positioned itself as a value-add distributor and solutions provider.
"Taking on Goldmine 5.0," Berryman continues, "offers new challenges for Square One and opens a range of possibilities for us in terms of new business opportunities, particularly within the sales-force automation, contact management and marketing automation arenas."
Square One Solutions was selected as a business partner by FrontRange primarily for its clear vision as a true value-add distributor, specialising in the distribution of carefully selected best-of-breed products, explains FrontRange Solutions channel and business development manager, Stephen Buchalter.
"Dedicated account managers manage the reseller channel and assist resellers with qualified leads through their direct marketing efforts to end-users," Buchalter says. "We believe that Square One has the appropriate philosophy and sales skills base to build relationships with new GoldMine 5.0 customers out there.
Emphasises Buchalter: "Square One carefully manages the solutions approach and has proven that its approach can turn one-time buyers into repeat customers. Given that it is exactly this type of relationship management that GoldMine 5.0 enables its users to apply, customers are more confident dealing with a company that in turn both deploys the solution and understands the value of customer retention."
Berryman says the GoldMine 5.0 product has an excellent reputation and fits perfectly with Square One's overall business solutions offering. Square One intends selling the GoldMine 5.0 portfolio to future users as a solution that enables them to realise their business objectives.
Buchalter confirms that Square One will be providing first line support for the reseller channel. "With time, FrontRange intends to see the company equipped to the point where they will be providing skills and training for resellers and end-users," he says.
Square One will embark on an aggressive recruitment campaign to secure the appointment of quality resellers of the right calibre for Goldmine. The company kicked off its Johannesburg launch of Goldmine 5.0 to its prospective resellers in mid-September, and will also be conducting a road show around SA.
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FrontRange Solutions focuses on developing solutions that enable mid-sized companies to maximise and accelerate their customer value in the new economy. It has offices in eight countries, representation in more than 40 countries and more than 1 500 business partners worldwide.
GoldMine 5.0 covers a suite of software and technologies dedicated to the effective management of customer lifecycles to maximise relationships, improve revenues and enable customer retention through the right levels of customer satisfaction.
Square One provides integrated IT-based solutions to corporate, retail and government clients through a reseller channel that, in turn, integrates such solutions for end-users. The core business of the company encompasses document handling and information sharing solutions; knowledge management; networking; hardware, software and consumable products distribution; Internet, IT security (biometrics) and e-commerce technologies; data storage; variable data product marking and coding solutions; uninterruptible power supplies; and value-added business services.
The company is backed by a solid infrastructure, represented across SA with branches in Johannesburg, Pretoria, Durban, Cape Town, Port Elizabeth and Bloemfontein.
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