HP has lost its distribution manager of commercial channels, Neil Campbell, to Lexmark. He has taken up the newly created role of channel manager.
The appointment is one of many changes Lexmark has instituted across its indirect sales team to shift its focus from products to market segments.
Campbell will be in charge of national channels, overseeing the combined SMB and enterprise, corporate and government (ECG). Previous ECG manager, Tim Champion, is now alliances manager.
The retail segment remains the responsibility of Steve Waugh, while corporate and government will be headed up by Lexmark managing director, Graham Kettle. All state corporate and government managers report to him.
Former general manager of ECG, Roy Brady, will continue to service the corporate and government sectors in a sales and marketing capacity.
Campbell has been in the IT industry for 18 years, working in Australia and the UK. Most recently, he spent more than five years working for HP. He also held various positions with other vendors including Corel, Quantum and NetComm. His channel stints include roles with Merisel, i.t.Connxions and Bull Information Systems.
One aim of the reshuffle was to ensure Lexmark's internal channel team aligned with resellers focused on specific areas like SMB or corporate, Campbell said.
"We will also provide more training and support to resellers so they can realise opportunities in their own customer base," he said. "We want to help them identify annuity streams."
Lexmark was also looking to strengthen its local reseller force by gaining new partners in specific segments, Campbell said. For example, the vendor wanted to boost the amount of resellers working with SMBs in regional areas. At a corporate level, it was searching for more systems integrators. "We have been very focused to date - it's time we expanded our numbers and types of resellers," he said.
Printing consumables resellers had also been identified as a key opportunity, she said.