Reseller News

Cisco explores new tech sectors

CISCO is planning to focus its channel on new technology sectors following the appointment of a new channel chief, says New Zealand manager David Barker.

The networking vendor has appointed Murray Cresswell channel manager following the departure of Suzanne Hansen to run Cisco’s Australian channel.

Cresswell has been with Cisco for six years as an enterprise account manager and was formerly a channel account manager at Logical Systems.

At present, Cisco is distributed through Tech Pacific and Express Data, with Tech Pacific solely handling its Linksys offshoot.

“We are now into wireless, storage, security ... We may expand the channel in some areas to specialise in these areas of technology. We are working with the traditional channel but we may explore new opportunities with other channel partners,” Barker says.

Meanwhile, Hansen will still have some responsibility for the New Zealand channel, following her shift to Sydney later this month.

New Zealand still relies on Australia for some “programmes and support mechanisms”, Hansen says.

Hansen began creating the New Zealand channel about four years ago, building up a 100% channel-focused business. The work involved creating a multi-tiered reseller network, with gold partners like Telecom NZ at the top, supported by “very strong distribution” involving Tech Pacific and Express Data.

Previously, the channel was “messy and inconsistent” but now Cisco is “consistent, predictable and supportive”.

Through her experience in New Zealand, Hansen aims to bring similar consistency to Australia, which includes Lan Systems and Express Data as Cisco distributors, and Tech Pacific and Ingram Micro representing Linksys. Australia has about 25 tier-1 partners and 4000 in a second tier of resellers.

“It’s going to be a great challenge, particularly in the regions where we don’t have a great presence,” Hansen says.