Veritas has created a new role to focus support on its burgeoning base of managed service providers, hiring ex-VP of CRM player FrontRange, Archie Wilson.
Appointed as regional director for alliances and channels, he will report directly to managing director of Australia and New Zealand, Bruce Lakin.
Wilson, whose CV includes stints as ANZ managing director of 3Com and general manager of sales and channel marketing at Intel, chose the role specifically so he clould remain close to the Australian channel.
"The hot areas for technology right now are security, storage and managed services and these were the areas I wanted to get into," he said. "In my position at FrontRange I was inevitably going to have move and live in Asia. I was in danger of losing touch with the Australian market."
Wilson said Veritas' powerful channel-centric approach was key to his decision to leave FrontRange.
While with the CRM specialist, Wilson shifted the sales model from 90 per cent direct to 90 per cent channel sales.
"I've got a long history with most of Veritas' partners so we can get straight down to business," he said.
Wilson said the first priority would be to develop Veritas' managed service provider (MSP) partnerships - a business model that few vendors yet grasped.
"The model surrounding MSPs is the fastest growing sector of the market by a country mile," he said. "MSPs are not quite a customer, and not a traditional partner.
"Not a lot of vendors have realised that if you don't get the model right they can come between you and your customers. They need to re-jig their thinking."
Wilson said he would follow Lakin's strategy to reduce the number of distributors in the region.
He would also concentrate on signing up larger partners to Veritas' Elite Partner program, launched earlier this year.