Channel old-timer takes driver’s seat
- 22 February, 2006 22:00
Australian distributor Intechnology has made the jump across the Tasman, appointing industry veteran John Sims as its channel business development manager.
Intechnology represents a variety of end-point security vendors including Funk Software, InfoExpress and Danware Data.
Until now Intechnology has been dealing with its New Zealand partners — including Gen-i/Computerland and EDS — out of Australia.
Mark Winter, sales and marketing director, says the time was right to establish a presence in New Zealand and Sims has the right background.
“Because the New Zealand channel is so new for us I needed someone with the experience to make it happen. John is ideal because he has a background in both retail and business channels,” he says.
Sims has worked in the distribution channel for 25 years, most recently as sales manager for Radiola.
Winter says Intechnology has pulled together a number of products to provide partners with a full solution that covers wireless and end-point security management.
“Rather than a reseller selling the benefits of different products they can sell one complete solution and we will work directly with them to make that happen. It’s our job to push the product not resellers,” he says.
Winter says his company’s point of difference is that it wants to help develop the client relationship with partners.
“We want to be involved in helping them be successful rather than flick off leads here and there. Funnily enough the big resellers are easy to get but it’s the small resellers and systems integrators that are crucial to our future.”
Resellers have access to email newsletter templates, direct marketing campaigns and marketing development funds.
Along with local support the company has introduced its channel alliance partner programme, I-Cap.
“The majority of marketing will be handled in New Zealand and we’re organising a national roadshow for our channel partners and their customers,” says Winter.