Stories by: Nadia Cameron

After several months of searching, ASX-listed integrator, Synergy Plus, has appointed Tony Kafer as its national services director.

IT reseller, Corporate Express, has made a raft of new appointments to grow business opportunities and drive its high-end customer solutions push.

Asus country manager and director, Ted Chen, is quitting after nearly six years in the role.

Lenovo’s director of channel, Callum Eade, has resigned from the role after just five months for health reasons.

The phrase “selling solutions” has been thrown about in the channel for many years. But despite extensive discussion and initiatives to promote the concept, many IT players still find it hard to position their business offerings as solutions to their customers.

Avnet is making significant investments into its vendor portfolio, sales and engineering teams, channel training and marketing tools to help partners better sell solutions to customers. Country manager, Gavin Lawless, outlines the distributor’s plans to NADIA CAMERON.

IBM Systems and technology Group head of sales, Raj Thakur, speaks to NADIA CAMERON about the vendor’s solution sales approach and how infrastructure partners can succeed in the changing market environment.

Hitachi Data Systems (HDS) says it will work more closely with Sun Australian resellers after its hardware reseller relationship with the vendor was terminated.

Integration of Oracle and Sun’s Australian businesses is believed to have begun following Oracle’s official takeover of the Sun Australia subsidiary on March 1.

Westcon Group sales director, Leigh Howard, has been promoted to Australian managing director as part of a restructure of the distributor’s business across Asia-Pacific. He takes the local reins from Wendy O’Keeffe, who took up an Asia-Pacific role 12 months ago.