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Hansen crosses Tasman to head up Cisco channel

Hansen crosses Tasman to head up Cisco channel

Cisco Australia's new channel boss has been told to improve the profitability of the networking giants partner community and extend their reach into the SMB market.

Suzanne Hansen will travel across the Tasman to take up her new role, having previously headed up the Cisco New Zealand channel.

"Suzanne has had tremendous success with the New Zealand channel partners and the feedback from resellers here has already been very positive," Cisco A/NZ managing director, Ross Fowler, said.

"Her mandate is to improve the profitability of our partners by helping them to be successful with our advanced technologies such as IP telephony, security and wireless.

They are all related because you need security to underpin the others."

Following the May departure of previous Australian channel manager, Kip Cole, his duties were split into three new roles - channels, SMB and commercial sales - to give the company better reach.

Fowler said at the time he was in no hurry to make the new appointments but hoped to find the right people internally. Good to his word, the hiring process took three months and all three roles were given to current Cisco employees.

Josephine Lanzarone, who has been running the Cisco SMB division since November last year, has now been given the role on a permanent basis. Her main priority is to simplify Cisco's offerings for the SMB market.

"Josephine is working closely with Linksys to come up with blueprints," Fowler said.

"If a customer wants a low-end, non-managed solution then the answer is Linksys; if they want it managed then they should be looking at Cisco."

Commercial sales will be headed up by Sam Gerner, who was previously an account manager in the company's Melbourne office. All three divisional heads will report directly to Fowler.

"Sam had a real vision for the commercial sales business and has a very strong track record of success," Fowler said. "He has put forward a territory engagement model and will need to work closely with Suzanne [Hansen] to map channel partners into those territories.

"Suzanne will also have to work closely with Josephine [Lanzarone] to extend partner reach into SMB. We have already seen a large take up of IP telephony among corporates but want it to see it being accepted by smaller customers during the next 12 months.

"The message for resellers is that there will now be even more focus on our channel community."


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