Auckland company Owlcentral, which sells electronic document creation software in Australia, the US and Britain, hasn’t used a distributor so far, but doesn’t rule distributors out as a future option, chief executive David Cam says.
“We didn’t feel a distributor was the best way to leverage ourselves into those marketplaces.”
Instead, the company established itself in those countries through one-to-one sales to targeted customers, Cam says.
Two of those relationships have turned into joint ventures, with Owlcentral taking “the lion’s share” of revenue.
The one-on-one sale model is particularly suited to the recently developed Docdolittle application, which enables buyers to create e-templates — electronic versions of important documents which are administered centrally and accessible to users with access to the internet or their organisation’s intranet.
Owlcentral opened an office in Australia last week and plans to open one in the US in September.