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Clarus still seeking first paying customer in UK

E-procurement vendor Clarus has yet to convert any trial users of its software into paying customers, despite recruiting three resellers in the UK since its launch here last year.

Speaking to MicroScope, the company's channel sales manager, Stephen Morse, said Clarus had a "good pipeline" but admitted none of the group's testing sites had yet to move to paying customer status.
"It's early days yet, and that's why we have now got a channel on-line. Clarus has 200 customers worldwide using a mix of our products. Here we are still at project phase and doing pilots," he said.
The company revealed last November that it would recruit around five resellers to sell its products into the UK market, but so far, the group has recruited just three: Whitehouse Consulting, DCS e-integration and 1E Europe.
Morse said the channel in the UK "had embraced" what Clarus was doing and said it did not matter that the company had not managed to recruit its target number of resellers.
"If we've got three or five it makes no difference as long as they are doing the numbers," he argued.
Morse added Clarus was still a cash-rich company with $150m (£100m) in the bank and claimed it would be upping its attack on the UK market over the next six months.
Alan Lawson, research analyst for the Butler Group, said he believed Clarus' product set was sound, but felt the company's involvement in public marketplaces could be holding up progress in the UK.

"The problem is - that isn't a business model that is being used much in the UK," he said.

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