EXCLUSIVE: NewLease becomes first Australian Microsoft Dynamics Master VAR
- 12 December, 2012 16:30
It will be branded as NewLease Dynamics Network, providing support services for partners such as marketing, sales and operations.
NewLease CEO, Doug Tutus, highlighted it won’t be competing with partners in any way.
“We’ll give them some good marketing content to work with, demand generation and let them do their service component themselves,” he said.
Tutus said it had initially invested less than $500,000 into gaining the Master VAR status, and this investment will continue to increase.
The distributor has hired John Derbogosian as its head of the Dynamics business. He has spent about 20 years in the IT industry and about 10 years with Microsoft.
Derbogosian said he aims to find the right affiliate partners to target certain markets. Tutus said it was aiming to attract about 30 partners.
“We’ve got a model to grow the team based on the number of partners that come on,” Tutus said. “Our operations team need to be trained, our backend systems need to be able to take on the new product offerings and its a different reporting methodology, so we need to adapt our systems to that. There’s a quite a large ongoing investment as we move forward as well.”
The software giant launched the Master VAR program about a year ago in the US. Microsoft Dynamics partner team lead, Stefan Jansen, said it chose to partner with NewLease because of their proven capability in driving skills in SMB and building a network of partners.
“We see a tremendous opportunity to continue to grow much faster in the SMB market than we have in the last few years because of how we’re redesigning the channel model,” Jansen said. “We’re very bullish about the growth opportunities and supporting partners with a Master VAR will help us achieve that.”
Jansen said he doesn’t intend to add another Master VAR in Australia anytime soon.
In other news, NewLease is rapidly expanding its operations in the Asia Pacific market and will be building a presence in Thailand, Malaysia, Philippines, Vietnam and Indonesia in the next 12 months. Tutus said it was currently in negotiations with a few vendors.
“The ASEAN region is really ripe for cloud services and it’s quite cost effective for a market that is price sensitive,” Tutus said. “We’re bundling cloud offerings and taking them to specific markets. In Thailand disaster recovery is becoming big based on the challenges they’ve had with weather.”
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