Networking vendor, NetComm, has appointed Ken Kozak to the newly created role of channel sales manager as part of plans to get its indirect sales force more in tune with its market.
He will be responsible for growing the vendor's relationships across distribution, resellers and retailers.
"Before we had a silo-based system where we had small teams focusing on market specific areas," managing director, David Stewart, said. "We had a different person running tier one distribution, another running tier two (OEM) and we had a separate team working retail.
"We believe the market is changing and therefore we had to change our sales strategy. So now we have two different sales focuse - one is channel, the other is telco."
The new structure would allow it to place a stronger emphasis on both sides of the business, Stewart said. The vendor had a 50-50 split between channel and telco sales. About 85 per cent of its product range targets the home, SOHO and small business market.
Kozak was previously the country manager for Sierra Brands for a couple of years and has held senior national business development manager positions with AAPT, Legrand Software and Palm Sales.
He said he aimed to make NetComm the second largest player in the networking, VoIP and broadband space.
His first focus would be to meet with partners to formulate new business growth strategies.
"I want to find out what we have done well and what we haven't done so well to support our partners properly," Kozak said. "This means going back to basics with channel management and generating growth through having a strong in-store presence and training."