Attachmate expands channel resources

Attachmate expands channel resources


Enterprise software vendor, Attachmate, has expanded its channel team as part of plans to bolster its partner ranks. The changes coincide with a series of mergers and acquisitions during the past 12 months.

Graham Hawkins has taken on the newly created role of Asia-Pacific channel manager. One-time Attachmate staffer, Diana Bicanin, has also returned to the company as channel account manager. She replaces Wendy Hamson, who left for family reasons.

Hawkins said his first focus would be realigning partners into a unified program.

"The merger with WRQ has created a lot of confusion," he said. "It was a 100 per cent channel focused company; Attachmate was not and never really had a partner structure. My job is to restructure the channel across the board."

The new channel program is due in September. Attachmate is distributed by Aquion and Intellitron but also sells direct.

Hawkins said resellers had been given a list of 30-40 accounts Attachmate would continue to service. This consisted of multinationals as well as government agencies. The list will be posted on a forthcoming partner portal.

"It is difficult to get past the conflict of indirect and direct, which is why we are making it black and white," he said. "However, we are finding more of the big corporates will work with [resellers like] Commander or Software Spectrum that can manage all of their software assets."

Another key focus would be to educate partners on Attachmate's broadening product set through its recent acquisitions of Software OnDemand and NetIQ. Hawkins claimed the new range would open up opportunities for resellers to deepen customer relationships through PC lifecycle management and security.

"We do have an existing training program, but this is one of the areas I have earmarked to be ramped up in a big way," he said. "Partners are comfortable with the existing core products, but will need a fair bit of training on the new range. And we'll need to train up new resellers."

The new program could also see partners segmented by skill set to address target market sectors, Hawkins said.

Prior to joining Attachmate, Hawkins spent three years in London with British Telecom's media and broadcasting business. He has 18 years' experience in the IT and telecoms industry.

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