Allied Telesyn drops direct model

Allied Telesyn drops direct model

Allied Telesyn has dropped its direct sales business as part of a renewed commitment to the channel. The decision follows a major restructure and cull of the networking vendor's local management team last year.

Northern regional manager, Levi Sutherland, said direct sales had previously made up 25 per cent of its local turnover. Its new objective would be to see all future opportunities passed on to resellers.

Allied Telesyn had made its final direct Australian sale at the end of last year, he said.

"That's not to say we won't be involved from a vendor level in some deals, but when it comes to pricing we'll be handing over to the reseller," Sutherland said. "We want to be a resource for our reseller customers and we expect their sales people to be resources for us to engage in joint opportunities."

To help bolster skills within the channel, the company would kick off a new round of partner certification in Q2. This would be followed by the launch of a new partner program in the third quarter.

Sutherland said the vendor would target new and existing resellers on vertical markets such as education, defence, hospitality and SMEs.

"We are looking for a maximum of five partners for each vertical market and will probably find half of them among current partners," he said. "The rest will be new."

Allied Telesyn's channel moves would also involve hiring new staff - the first since its cut nine of its 15 staff last year.

The company opted to divide Australia into north and south regions to consolidate resources across A/NZ, Sutherland said.

The changes saw Sutherland placed in charge of NSW, ACT, NT and QLD, while Scott Penno was created southern regional manager, looking after VIC, TAS, SA and WA.

Allied was now seeking sales staff in NSW, Queensland and Victoria.

The proposed hires would bring Allied Telesyn's staff up to 10 staff, Sutherland said.

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