NetIQ is rebuilding its local channel almost from scratch.
The software vendor was divorced from most of its local resellers and distributor Express Data when it sold the Marshal security suite to the newly formed Marshal Software last month.
David Taylor, who has just been promoted to regional director of NetIQ in Asia-Pacific, says the company has to rebuild its channel here, as the Marshal channel sold few of NetIQ’s other products. “We have a lot of work to do to build it up again,” he says.
But this is a fortunate time to embark on this task, as NetIQ is launching a new and better channel programme in April, says Taylor.
“Our approach to partners has been
sporadic and not as focused as it should be. The new programme is an effort to align partners closer to our corporate strategy,” he says.
This comes as the company has been sharpening its focus on its knowledge-based service assurance (KBSA) strategy. This process resulted in the sale of the Marshal products as they were deemed unnecessary to the strategy.
Now the company aims to ensure channel partners can deliver on the KBSA strategy through the new programme, which will include certification training around NetIQ’s five core business areas: security management, operational change control, configuration and vulnerability management, performance and availability management and VoIP.
“Our aim is to ensure that each of our channel partners has specialist knowledge in one of these areas,” says Taylor.
Taylor is still deciding how best to re-establish a channel for NetIQ in New Zealand, and is reaching out to the Marshal channel, including Express Data, to determine where new relationships can be formed.
“I have to investigate dealing with ED — they have been great to work with and kept all the promises made to us,” he says.
Taylor was formerly regional director for NetIQ in Australia and New Zealand.
In his new role as regional director of Asia-Pacific he will lead NetIQ’s business in a dozen Asian countries, including China and India.