Information management vendor, EMC Corporation, has appointed Michael Helder as its new general manager of ANZ operations and productivity.
Helder joins the information storage management providers from Fuji Xerox, where he worked in various roles, including sales management.
He has spent his first weeks in the role meeting with channel partners and discussing which areas of their channel model need improvement.
“Basically we want to be the partner of choice for resellers,” he said. “One area that concerns them is the ordering process that they have to go through.”
Helder plans to work on fine-tuning this procedure so that the company can deliver a more streamlined, less time-consuming method for partners.
“We are already developing online quoting and transaction processing for our partners,” he said. “But there is always further room for improvement.”
Another development was the adoption of telemarketing technology, which Helder said would offer even greater opportunities for the company’s sales partners.
“We’re investing in new technology, new sales teams for our partners, so we can deliver the business to them,” he said.
The company does not plan to increase its partner channel at present.
“We’re quite happy with the 20 or so partners that we have now," Helder said. "It’s a terrific array, and we want to keep on developing with them. Any additional partners could dilute sales opportunities for our current ones.”
Helder is also responsible for EMC’s upcoming Inform World of Information exhibition to be held in Sydney on June 9.