Menu
NetIQ to rebuild channel after split

NetIQ to rebuild channel after split

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.


Follow Us

Join the newsletter!

Error: Please check your email address.

Featured

Slideshows

Kiwi channel closes 2017 with After Hours

Kiwi channel closes 2017 with After Hours

The channel in New Zealand came together to celebrate the close of 2017, as the final After Hours played out in front of a bumper Auckland crowd.

Kiwi channel closes 2017 with After Hours
Meet the top performing HP partners in NZ

Meet the top performing HP partners in NZ

HP honoured leading partners across the channel at the Partner Awards 2017 in New Zealand, recognising excellence across the entire print and personal systems portfolio.

Meet the top performing HP partners in NZ
Tech industry comes together as Lexel celebrates turning 30

Tech industry comes together as Lexel celebrates turning 30

Leading figures within the technology industry across New Zealand came together to celebrate 30 years of success for Lexel Systems, at a milestone birthday occasion at St Matthews in the City.​

Tech industry comes together as Lexel celebrates turning 30
Show Comments