Hummingbird has poached Tower’s former ACT branch manager, Paul Leahy, to head up its new office in the nation’s capital.
Leahy, who will take on the role of regional manager, told ARN the office was part of a big commitment to the market place in Canberra.
“Hummingbird wanted someone who knew government, had an understanding of the solution offering and possessed experience with resellers,” Leahy said.
The essentially channel-focused role would see Leahy educating resellers, providing opportunities and leads, and leveraging and developing the existing business in the region.
“At a branch level you’re managing your relationship with partners on a daily basis,” he said.
Hummingbird was not out to gain new partners with the expansion to the ACT, Leahy said, but would be providing more support to existing partnerships and in particular to the national partnership with LogicaCMG.
Hummingbird also had national partnerships in this area with Alphawest and Knowledge Partners.
His previous role at Tower had, according to Leahy, given him the chance to help grow a business from a direct to channel model. This had given him valuable experience, particularly with systems integrators.
“We have an integrated approach to managing the structured and unstructured content that organisations have,” Leahy said.
Government markets were always a long-term commitment, Leahy said, but despite only achieving moderate growth in the market to date, Hummingbird was prepared to dig in and wait.
Hummingbird traditionally addressed the legal market, but government was becoming a key focus for the business, Leahy said.