Scalable Software Recruiting Channel Partners For Customer 'IT Advisors'


Scalable develops software tools for monitoring and managing computer hardware, software and other IT assets. The software, called "Survey," gathers data on system usage to help IT executives manage software licensing and maintenance costs, determine if they own the right mix of IT systems, and plan ways to redeploy underutilized IT assets.

Such tools for controlling IT costs are in high demand right now, said Pat Hardee, vice president of alliances and one of Scalable's new owners.

While as much as 70 percent of Scalable's sales fulfillment goes through channel partners, Hardee said the company is looking to enlist more solution provider partners that can play a "trusted advisor" role with customers and help them make better IT purchasing and management decisions.

"We've learned the channel is very open to technologies like ours," Hardee said. The company, for example, is looking for solution providers that can go beyond implementing Scalable's products to help customers conduct IT system audits. Scalable is also expanding its technical training and certification programs for channel partners, he said.

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Scalable Software was created last month when managers acquired the Survey products and business, and the "Scalable" trademarks from Scalable Software LLC that will continue to operate under a new name. Along with Hardee, the other managers involved in the buyout included CEO Mark Cresswell, products vice president Nick Youell and sales vice president Mark Miller. All of the company's employees joined the new entity that maintains dual headquarters in Houston and the U.K.