Menu
HDS A/NZ reworks sales team, engagement rules to support partners

HDS A/NZ reworks sales team, engagement rules to support partners

Information management company focuses on placing resellers in the right level of its channel program.

HDS A/NZ is committing to business partnering more than ever, according to industry and alliance solutions director, Phil Teague.

A renewed outlook to the channel was required in order to succeed, and the vendor had to redefine and restructure itself to better support partners, according to Teague.

“We have invested in that team and defined new roles and responsibilities, where we have better geographical coverage for all partners moving forward,” he said.

“This results in better conversations between us and partners on a local level.”

HDS A/NZ already had sales engagement rules in place to protect resellers, though Teague admits they were not as well enforced as they should have been.

“We have reviewed those rules with senior management team, revised them, and communicated them on numerous occasions to all internal HDS staff on how we need to behave with partners,” he said.

Those rules have also been passed on to partners to ensure everyone behaves in such a way to be successful.

Another area HDS A/NZ struggled with until recently was effectively managing opportunity registration.

“It’s an important mechanism for partners, because it confirms we’re strategic in partnering on opportunities,” Teague said.

“Now have a robust opportunity registration system that is enforced and ensured we’re engaging with the right partners moving forward.”

Sitting at the right level

When Teague joined HDS A/NZ last year, he said that were was an effective partner program in place, though it was not as well-communicated as it could have been.

He said it is a vendor’s responsibility to ensure there is value in a program such this.

“When you’re a platinum, gold or partner, it needs to mean something,” Teague said.

“A year ago it likely did not mean much to you internally, or to customers.”

Since then HDS A/NZ invested time and effort in “re-communicating” what the partner program is, the true value of it and what is required to maintain a level in it.

Over the span of several months, HDS A/NZ carried out a “re-levelling” activity with its partners to ensure they are sitting appropriately in right parts of the program moving forward.

“We encourage partners to adopt the right level of the program, and our teams are working actively on ensuring you are at that right level,” Teague said.

Patrick Budmar attended HDS’ A/NZ Partner Summit 2014 as a guest of HDS.


Follow Us

Join the newsletter!

Or

Sign up to gain exclusive access to email subscriptions, event invitations, competitions, giveaways, and much more.

Membership is free, and your security and privacy remain protected. View our privacy policy before signing up.

Error: Please check your email address.

Tags channel programchannel partnerhdshitachiHitachi Data Systems (HDS)

Events

Featured

Slideshows

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners

This year’s Reseller News 30 Under 30 Tech Awards were held as an integral part of the first entirely virtual Emerging Leaders​ forum, an annual event dedicated to identifying, educating and showcasing the New Zealand technology market’s rising stars. The 30 Under 30 Tech Awards 2020 recognised the outstanding achievements and business excellence of 30 talented individuals​, across both young leaders and those just starting out. In this slideshow, Reseller News honours this year's winners and captures their thoughts about how their ideas of leadership have changed over time.​

Meet the Reseller News 30 Under 30 Tech Awards 2020 winners
Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security

Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security

This exclusive Reseller News Exchange event in Auckland explored the challenges facing the partner community on the cloud security frontier, as well as market trends, customer priorities and how the channel can capitalise on the opportunities available. In association with Arrow, Bitdefender, Exclusive Networks, Fortinet and Palo Alto Networks. Photos by Gino Demeer.

Reseller News Exchange Auckland: Beyond the myths — how partners can master cloud security
Reseller News welcomes industry figures at 2020 Hall of Fame lunch

Reseller News welcomes industry figures at 2020 Hall of Fame lunch

Reseller News welcomed 2019 inductees - Leanne Buer, Ross Jenkins and Terry Dunn - to the fourth running of the Reseller News Hall of Fame lunch, held at the French Cafe in Auckland. The inductees discussed the changing face of the IT channel ecosystem in New Zealand and what it means to be a Reseller News Hall of Fame inductee. Photos by Gino Demeer.

Reseller News welcomes industry figures at 2020 Hall of Fame lunch
Show Comments