Network storage vendor, Network Appliance, has appointed Niamh McDonnell as southern region channel manager.
Donnell, who will be based in Melbourne, comes to the newly created role after 14 years in the IT industry.
She will be responsible for building on NetApp’s 60 per cent growth in 2003, and will focus on growing opportunities and building existing channel relationships across Victoria, SA, Tasmania and WA.
McDonnell said her reseller, vendor and distributor experience provided her with an objective and complete view of the channel.
“I’ve really learned not to burn the channel,” she said.
“I understand the conflict that can arise between the channel and direct models.”
Since taking on the job two months ago, McDonnell has been surveying the marketplace and developing a strategy for the region.
“Rather than signing 100 or so resellers I’ll aim to have a few very qualified, niche players,“ she said.
“The less competition in our own channel the better — there’s enough competition in the market as it is.”
McDonnell would also consider introducing a distributor tier to the channel further down the track.
“Distributors can add a lot of value in the lower end of the market,” she said.
“Resellers alone tend to go for the high-end high value sales.”
This was a positive time to take the reigns of a storage channel, McDonnell said.
“The overall market is in growth mode and storage is performing strongly,” she said.
“Email storage and disaster recovery are becoming increasingly important.”
Prior to being poached by Network Appliance, McDonnell was southern region branch manager for Lan Systems. She has also gained several years’ experience with software vendors Sybase and Borland.