UPS vendor, Emerson Network Power, has chosen former Alcatel channel representative, Martin Hatcher, as its new national channel manager for A/NZ. His appointment follows the departure of distribution manager, Bart Mascorella, earlier this year.
Hatcher saidd the rising popularity of converged networks and IP telephony in the corporate space was a key opportunity for Emerson's resellers.
Many of those currently working in the networking integration market failed to recognise the importance of power protection, he said.
"In the industry we're talking about the whole solution. I want to start to get our resellers to think about the entire IT solution as well as talk to the IT manager about infrastructure from a power point of view," he said.
Hatcher also planned to introduce new channel promotions and training programs. The vendor's switch from Ingram Micro to LAN Systems earlier in March was a catalyst for this decision, he said.
"It's no secret that during our transition from Ingram Micro to LAN there was a lull," Hatcher said. "I'm looking to revisit our existing channel as well as bring on more resellers."
The power vendor currently has about 100 resellers on its books. Hatcher hoped to increase this substantially. He was particularly keen to build up numbers in Victoria and NSW.
Hatcher spent the past 10 years in various management and channel positions at Alcatel, most recently as SMB channels manager. He is also a qualified electrical engineer.
Emerson senior marketing manager, Peter Spiteri, said Hatcher's engineering background and experience in managing channels would be an asset.
Emerson former channel manager, Mascorella, has since picked up a position with RFID vendor, Symbol.