Acronis claims to be on track to deliver $4 million worth of leads to its base of 270 channel partners in Australia and New Zealand by the end of the year.
The company, which makes storage management and disaster recovery software, said it had experienced a four-fold increase in the number of leads it was contributing back to partners since the second quarter.
Its Australia and New Zealand general manager Bill Taylor-Mountford put the growth down to "renewed confidence" and the launch of Acronis Backup & Recovery version 10 in July.
"In the first half, we estimated our lead generation to be worth $800,000 and we're on the way to $3.9 to $4 million by the end of the calendar year," he said.
Taylor-Mountford expected further growth after the appointment of Lachlan Everett as a business development manager last week.
Everett would be charged with driving lead generation for Acronis' partner community.
"We've always given our partners a lot of good leads but the challenge is always qualifying them," Taylor-Mountford said.
"Lachlan's going to be the glue between leads coming into Acronis, their qualification, tracking, allocation [to partners] and the result."
Acronis overnight completed its move to a 100 percent channel model in the U.S., effectively mimicking an effort by Taylor-Mountford to do the same in this region.
"Acronis Australia actually started this process a couple of years ago," he said.
"The U.S. had a bunch of varied sales strategies that they started consolidation of at the end of last year."
Taylor-Mountford said Acronis would continue to offer partners a range of quarterly initiatives to drive sales in the small-to-medium business sector.
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