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Wireless vendor scouts for partners

Wireless vendor scouts for partners

Newly appointed sales manager plots out a formal channel program

Wireless asset tracking vendor, AeroScout, has appointed Lee Lister as its first A/NZ sales director as part of plans to develop its Asia-Pacific presence.

His first point of focus will be to deploy a formal partner program.

"I'm here to help develop the local market and to work with partners to assist with deployment of our systems," Lister said. "Our vice-president for Asia-Pacific, who is based in the US, has been here regularly developing business for the past 12 - 18 months. I will be focusing on formalising all of the work that AeroScout has already done with its partners."

The vendor currently has a couple of formal partnerships. Lister said he planned to introduce a partner program.

"We will focus on a key group of partners operating in the RFID area, as well as ones that are interested in combining our solutions with their technologies," he said. "We also have a very close relationship with Cisco and we are working with a lot of their partners."

The partner program will offer Silver and Gold tiers. The levels are based on the commitment and resources partners invest, Lister said.

"They will be offered sales and technical training and we will also help them develop market opportunities," he said. "We put a lot of effort into ensuring our partners are technically capable of supporting end-users by having the knowledge of the system straight through to having the right equipment."

AeroScout will commence technical and sales training courses at the end of May.

Prior to joining AeroScout, Lister was the general manager of sales for Wavelink Communications for six years.


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