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Centennial appoints new local boss

Centennial appoints new local boss

Centennial software's Asia-Pacific manager, Howard Waterson, has highlighted channel growth as one of the key focal points in his new role.

He has been with the UK network intelligence vendor since 2003 and replaces Phil Hare, who departs in November to pursue new opportunities.

In his new role, Waterson said he would look to make further improvements to its channel sales numbers.

He claimed new product offerings, including the latest version of the company's IT asset management offering, Discovery 2005, and new managed device access entry, DeviceWall, had already seen it register significant channel growth.

He would also continue to ramp up training, certification and support under the vendor's partner program. To date, he said half of its local partners had completed certification.

"We want to build up the value-added revenue for partners," he said. "We believe they can earn up to three dollars in services for ever dollar of licences they sell."

New services would include data security and real-time reporting on the number and types of software licensing agreements an organisation had installed.

Adding more partners to its current base of 30 software and systems integrators would be a priority, he said. This would include up to 20 security specialists.

"Our approach to risk and vulnerability management is starting to encompass data," he said. "Therefore we have to move into the security space."

Over the next year, Waterson would guide partners toward new opportunities across the government and corporate verticals.

"There is no restriction on applicable sectors," he said. "It is just a question of the concentration of ICT infrastructure and software in each vertical."


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