SME channel role created at Trend Micro

SME channel role created at Trend Micro

Enterprise security vendor Trend Micro has appointed a channel and alliance manager for small and medium businesses to drive its growth locally.

Taking up the newly-created position is Matthew Hadlow, who joins the company from Oracle in Australia and is returning to New Zealand for the Auckland-based role.

While most of Hadlow’s work will be channel focussed, he will also take care of some direct sales and marketing.

The channel presents the best opportunity for the company to grow locally, says Hadlow, especially in the SME space where growth has been relatively static, despite this being a strong source of growth in Australia.

“Most of the opportunity to grow the business here is through the channel, so this includes strengthening the partners that we have.” Hadlow outlines three key areas the company is working on to improve growth.

“First is growing the number of partners and the number of certified specialist and sales engineers. Secondly, the release of our new partner programme that came out on September 1. This will be a consistent model as we’ve almost had a broken model between the SME and enterprise space. This model will make it easier for the partners to understand and easier for us to communicate with them.”

Trend Micro has also released a new product for partners called Worry Free Remote Manager.

“This will allow partners to manage their customer sites remotely from their office, which is really cool as they don’t have to send people out on-site to monitor or do reports. It’s also a product that partners can provide to their customers.”

Hadlow says the company has already received positive feedback from the channel for Worry Free Remote Manager.

“We released it only three weeks ago and we’ve already had 32 companies sign up in New Zealand.”

Autonomy was one of the attractions of the role.

“Basically the SME space is mine to work with and I’ve got that autonomy to put in place the programmes and actions that we want.”

Hadlow says he is supported locally by a sales engineer and an enterprise account manager.

“A number of other security vendors don’t have a strong presence in New Zealand,” he claims, “and I think that’s a mistake. Most of the partners and customers expect to be able to pick up the phone and talk to someone in New Zealand and see someone face to face, rather than talking to someone in Sydney.”

Hadlow worked at Oracle for almost eight years and moved to Australia 18 months ago.

He says a “lifestyle choice” drew him back to New Zealand.

“I loved Sydney, but my family is here and I’ve recently got engaged.”

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