An ever-increasing emphasis on partners has resulted in a new channel management role at SMX, filled by former Renaissance Brands business development manager Chris Kidd.
He says he has been tasked with managing the email security provider's reseller base.
"They want me to leverage their partners and grow their market. I’m going to bring some of my experience at Renaissance looking after [security vendor] SonicWall, which involved some channel managing to a degree.”
Kidd will continue to be based in Auckland and plans to travel around the country to introduce resellers to SMX’s channel partner programme. The number of resellers he plans to sign up is still to be decided.
At present the company has 110 resellers.
Channel partners can work with SMX on commission-based sales - where they introduce a customer to SMX and receive recurring commission payments. The other option is wholesale-based sales for resellers who want to bundle SMX's offering with services. Partner revenue depends on how many users the company commits to signing up and the partner bills directly for the service.
Kidd says he will be working closely with companies such as Fujitsu, which signed as an SMX partner in June.
He says it is in talks with more partners but no deals have been signed yet.
Kidd says he joined SMX because it is a locally-owned company.
“I saw them taking off and wanted to be a part of SMX. It is great working for a vendor as well.”
Kidd's 25 year IT career began with an engineering role at Wang New Zealand and he worked at Renaissance for more than two years. Prior to joining the distributor he was northern regional manager at computer and network security company Network Pro.