Hitachi Vantara has restructured its direct and indirect sales resources, impacting the role of its local channel lead, A/NZ industry and alliances director, Phil Teague, who left the business at the end of March.
In an email to partners, Hitachi Vantara A/NZ vice president, Nathan McGregor, said the company is making changes to its sales organisation and global partner program in preparation for a new indirect business push.
As part of the new changes, partner business managers for each sales region will report directly to local sales directors -- in which Hitachi has three, including Paul Shaw (northern region), Tony Whigham (government) and Altay Ayyuce (southern region).
“This change to the business and go-to-market structure has regrettably impacted the role of Phil Teague, Hitachi Vantara’s channels leader, who will be exiting Hitachi at the end of March,” McGregor said in the email to partners.
“Phil has been dedicated to our channel market in support of the overall A/NZ business objectives and I thank Phil enormously for his leadership over the past five years. I know the team will continue that dedication to our partner network.”
Teague joined Hitachi Data Systems in 2013, and has previously held channel management roles with RSA, where he was the company's local channels and alliances general manager, and EMC, where he spent more than six years in various roles, some of them channel-facing.
Hitachi debuted its Vantara brand in September last year, focusing on top tier enterprises. The new brand is made up of Hitachi Data Systems, Hitachi Insight Group and Pentaho businesses. Since then, the company has gone into transformation mode, focusing on core areas such as IoT and data analytics.
"Hitachi Vantara has been starting to move towards its transformation process in line with the new products and solution areas such as analytics and IoT, which is changing the way we need to be meeting customer needs. We've made a few changes to our business to make sure that structure will be a success," McGregor told ARN.
McGregor noted that the partner ecosystem has changed, leading to part of the reason it needed to transform and enhance its collaboration with partners.
"We think we're better servicing our customer needs, if we're working together with our partners directly or with our partner team, extending the sales force we have by using the partner to sell to that customer base," he said. "I expect to see a larger proportion of our growth will be through our partners this year."
McGregor has also given partners some insight into a few of the impending changes and improvements to its global partner program.
The new program will replace the vendor’s six existing programs in an effort to drive more business opportunities for partners and promote tighter integration within Hitachi's sales team.
McGregor said it will focus on four core areas including the standalone reseller; resellers with service capabilities; managed services providers; and developers that can customise its Pentaho analytics or software-based storage platforms.