Mobile device management (MDM) vendor, Zenprise, has just entered the Australian market since October and has hired its first newly appointed A/NZ country manager, John Martens.
The office, based in Melbourne, is the first setup for the Asia-Pacific region and will house three staff – Martens, a newly appointed sales engineer and a soon to be appointed support engineer.
The company is looking to grow further in this region.
Zenprise has traditionally been selling into Australia out of the USA since two years ago.
Martens said he intends to further growth by focusing on the channel. It has signed a distie partnership with Wavelink in Australia, Soft Solutions in New Zealand, as well as a number of partners signed on through the disties.
“My focus will be on getting out to the partner community and bringing on some new partners. We see the market as very active and we see lots of opportunities and competition. We think we can win competition by providing good services and upgraded MDM products,” he said.
Martens claimed that his strategy to progression will be by expanding its reseller community. “Distribution is not our challenge – it is more on getting to the market and the easiest way to do that is to build on the reseller base.”
He mentioned that some of the company’s go-to-market strategy is to progress from being a “me-too company” that plays in the MDM 1.0 space to offer more solutions in the MDM 2.0 space.
In moving towards 2013, he also intends to grow the company in Australia to three times its current size by the end of next year.
“That’s very difficult to do when you’ve got an inside sales person in the US looking after the business in Australia. That’s why we want to build and grow that team here,” he said.
Prior to Zenprise, Martens was the Pacific region director for more than three years at Zscaler. Before that, he was a general manager at Cisco as part of Cisco’s overtake of IronPort, where he served for two years. He was also at IronPort as its southern region general manager for another two years.