Elcom looking for recruits

Anstey said that tier-one vendors in enterprise content management were under pressure.

"They're getting measured more," said Anstey.

CFOs now want a greater return on investment and companies are looking down to consider cheaper, full-featured products from competitors.

Elcom is wanting IT consultants and system integrators to become partners in selling its software to customers that are after portals, external websites or intranets.

Other possible recruits are external HR consultancies and digital arms of advertising agencies.

"They love us because normally they wouldn't have a strong tech team," said Anstey. "Instead of talking about tech issues they can talk about marketing."

The average install time is 12 weeks. "Anything over 12 weeks is generally the customer's fault," said Ron Mannix, director.

Elcom is aiming for minimum spend of $20,000, with most in the $50,000-$150,000 range.

The amount of services involved in installation depends on the level of functionality required, and not necessarily on the number of modules used.

Simple projects will deliver $1 in services for every $1 in software, but the more complicated installations will require $3 in services.

Elcom is offering full-service sales support and joint marketing with marketing materials.

Resellers which sell three or more systems a year can register as a gold partner and receive a percentage of support maintenance and hosting.

The vendor has employed a full-time trainer to run classes for resellers and has online tuition as well.