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New Paessler exec outlines channel strategy

New Paessler exec outlines channel strategy

Company aims to boost channel focus with new appointments

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Paessler senior sales manager APAC, Andrew Timms, senior sales engineer, Aaron Ross and newly appointed A/NZ sales manager, George Wilson at CeBit 2016

Paessler senior sales manager APAC, Andrew Timms, senior sales engineer, Aaron Ross and newly appointed A/NZ sales manager, George Wilson at CeBit 2016

Network monitoring company, Paessler AG, has strengthened its local leadership team in a move designed to boost local channel engagement.

The company has appointed George Wilson as senior sales manager for its A/NZ operations. In addition, Adrian Lau joins Paessler as its new senior sales manager for Asia.

Wilson told ARN a big priority was ensuring partners could make a healthy margin on the product.

“Being a growing organisation ourselves, we understand the difficulties some of the partners have when onboarding a new product and investing the time it takes to get it to the market,” he said.

“We want the partners to be able to make a good margin and make the on-boarding as quick and easy as possible so there are virtually no onboarding costs. It doesn’t cost them anything to deploy the software, we even have free tools they can deploy at the customer site while they are completing existing projects."

Wilson mentioned he would be working closely with the company’s current distribution partner, Dicker Data, but would also be looking to bring on another distributor to fill a gap in the market.

“I do want to split the market,” he said. “I don’t want distributors fighting for the same market share, it doesn’t make commercial sense to them and it doesn’t make sense to us.

“There may be some crossover because it is a small industry, but we want distributors to operate in slightly different markets and have slightly different customer bases.

Reporting to Germany-based chief operating officer at Paessler, Christian Twardawa, Wilson will collaborate closely on reinforcing the company’s overall growth strategy to further expand its footprint across Asia-Pacific.

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Tags Adrian LauPaessler AGGeorge Wilson

iasset.com is a channel management ecosystem that automates all major aspects of the entire sales, marketing and service process, including data tracking, integrated learning, knowledge management and product lifecycle management.

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