Business Intelligence (BI) and data warehousing vendor Kognitio has made its first foray into the channel with the launch of its Vertical Solution Provider (VSP) programme.

The VSP programme has kicked off in the US and the UK with two launch partners, US-based VARs Axis Group and ITS.

Previously selling direct, the vendor plans to take its WX2 analytical database to a broader market through the support of resellers and systems integrators.

Sean Jackson, Kognitio’s vice president of marketing, said: “Kognitio has been toying with a channel model for some time now.

“The programme is vertically specialised, which means Kognitio will not end up with hundreds of VARs competing with other on price.”

Jackson revealed plans to have one reseller in each vertical by the end of March 2009.
Through the WX2 database the reseller has three selling options: the product could be sold as a licence; through software or hardware as an appliance; or Kognitio can host the database for the customer, which would allow the reseller to charge on a utility basis.

Jon Collins, service director at analyst Freeform Dynamics, said: “Kognitio needed a comprehensive route to market for its offering. The offering is attractive to the channel as it is a whole business intelligence environment.”

Kognitio anticipates that the VSP programme will be rolled out across Europe in the next six to nine months depending on its success in North America and the UK.