Reseller News

Riverbed to revisit country lead role next year

WAN optimisation vendor Riverbed still has no plans to replace country manager Andrew Cashmore four months after his departure, but says it may do so next year if an increased sales pipeline continues.

Sydney-based ANZ managing director Steve Dixon, recently here to present at the vendor’s Partner Tour 09 in Auckland and Wellington, says he and channels director Richard Grey continue to oversee the New Zealand business.

In May, he told Reseller News the company might hire Auckland-based staff, however Dixon says technical consultant Mike Weinstock remains its sole New Zealand-based employee, and divides his time between technical and sales tasks.

“The level of interest is going up substantially in New Zealand at the moment. That’s giving us confidence for the New Zealand market for next year.

“There’s quite a substantial pipeline building up, so come next year we may re-open the discussion as to whether [to have] a New Zealand lead sales person again.”

Dixon wants to empower resellers and local distributor Datastor to “be more in charge of their own domain”, and the company is providing increased resources to its active channel partners.

“It’s not unusual for resellers to not be as active as they should be. They tend to wait for the vendor to come in and then say, ‘where are our leads’? We’re trying to encourage them to drive the business opportunities with more sales and marketing support and more margin.”

Cashmore was still taking a break from work when contacted by Reseller News last week.

During the partner tour, Riverbed updated partners on recently-released products, including the Steelhead Mobile Control virtual edition that is pitched at small and medium businesses.

About 14 partners attended in Auckland, with about 12 in Wellington, Dixon says.