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Attachmate Group tries to make life easier for partners

Attachmate Group tries to make life easier for partners

One year in as country manager, Martin Mooney calls portal a Godsend

Attachmate Group in New Zealand is placing emphasis on customer satisfaction, says Martin Mooney, the company’s country manager.

“We are very customer focused so we’re working with the channel for the best outcome for the customer,” Mooney says. “I think for us it’s about exceptional customer service. Whether that is direct or through the channel, as long as it is a good experience for the customer, I’m OK with it.”

Attachmate Group announced the appointment of Mooney to the country manager role in August 2011 to find new market opportunities for the vendor’s four distinct business units, which includ NetIQ, Novell and SUSE. And while it’s the end user results that Mooney has been championing, he relies on resellers to make those opportunities happen.

“They bring resources around implementation and support and they help with the engagements and that is happening,” he says.

In July, Attachmate rolled out a global online reseller partner portal to automate engagements with resellers. The portal includes deal registration, sales and marketing resources, and information on how to access marekting development funds. It also includes technical training for the four business units.

Mooney describes the portal as a “godsend” for facilitating partner engagements.

“If the partners are serious about us, they’ll use this as a resource to add value to their business,” he says.

“We’re four people in New Zealand, which is a small team for a large geographical spread. We are trying to encourage them to use it but we still have the face to face engagements.”

Mooney’s efforts to find new opportunities in New Zealand in the last year have included hosting industry seminars, most recently on behalf of NetIQ in cooperation with research giant IDC. The seminars were run in Wellington and Auckland, targeting CIOs and other IT decision makers.

The Attachmate group works with several resellers in New Zealand, including Directory Concepts, Gen-i, Datacom, and Nova. Mooney says he is in discussions with a partner on the South Island.

He says customers are enthusiastic about the broad range his company brings to the country, but his biggest business drivers across the group are identity, security and application management. Mooney adds that there will always be a need among some large enterprises with many satellite offices for terminal emulation, as well.

Mooney says the company has been doing well in his first year or so in the role.

“We’re trying to align with the specific targets that were set for all business units and I’m expecting a positive outcome for the end of the year so I’m happy,” he says. “I’m just trying to get the right partners, the right size, the right proactive approach. I think with these capabilities giving our partners, there’s no reason why we won’t get those targets.”


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