The aim of the portfolio approach was to be able to go to partners with an ecosystem of solutions that could solve more than a single problem and to build campaigns and knowledge bases among partners around that.
Once again, there is a line in the sand. Walters said NextGen would not, for instance,set up a managed security service business. Delivery was through the channel.
Jeffery said her first three months would be all about learning and understanding the market and solutions. With the new financial year, there was also an opportunity to get under the hood and understand where the growth and new opportunities would be coming from.
"There's a sizeable opportunity still in the enterprise applications, obviously, data management and particularly security and understanding where clients and organisations want to go with the infrastructure that underpins that," she said.
NextGen NZ's go to market strategy would be aligned with the group's towards a vision of being the enterprise software distributor of choice for both vendors and partners.
"I think we are going to be presented with the challenges of COVID, but it presents opportunities for us as well," Jeffery said. "Organisations are looking for more SaaS-based solutions and data recovery and security."
Another constant threat is from vendors taking their own products and services to market directly.
"I think that's where NextGen is really well positioned to present and prove the value that we bring through our people, our knowledge and our expertise in market and the additional services we are bringing to market as well," Jeffery said.
Those services can take the pressure off the vendor and position the distributor as a valued member of their extended sales team, especially driving down into medium and smaller-sized organisations.
Walters said when NextGen was founded it was already clear it would have to develop a really good value model or be cut out.
"If all we did was quote a price and clip the ticket on the way through we could get cut out any time," he said.
"A lot of those services in our go-to-market and our solutions architects are working with the partner at end user level in sales cycles that are six to eighteen months long.
"If you look at David and Lynne's backgrounds, they can really add value to enhancing the foundation that Terry [Dunn] has put in place."
Walters said he also wanted Jeffery and Long to deliver new ideas.
"The Kiwis are known for innovation, so we've thrown the ball across the ditch for Lynne and Dave to come up with some ideas they can send this way" he said. "There's the challenge."