Packeteer reshapes channel ranks

Packeteer reshapes channel ranks

Networking vendor hires former Trend Micro partner manager to head up channel sales

Network optimisation vendor, Packeteer, has appointed its first dedicated channel manager to help drive new sales opportunities for partners.

Marco Corrent, who was most recently in charge of Trend Micro's national partners and alliances, will now be responsible for overseeing Packeteer's partner program and building up its channel ranks. He will report directly to country manager, Bede Hackney.

"We have previously had territory managers and a country manager doing a number of different tasks in the channel. They can now focus on direct selling opportunities to bring to partners as well as focusing on the organisation at a higher level," he said. "We're looking to formalise partnerships with all channels and build new opportunities in the market."

Corrent singled out the vendor's recently released iShaper unified branch office appliance, along with its alliance with Microsoft, as key growth drivers.

"We've traditionally worked in the networking space and with partners selling infrastructure products like routers, switches, etc. With the new iShaper tool, it's not just talking to the guy responsible for network plumbing - we're actually talking to the applications guy responsible for server and storage consolidation.

"The iShaper product and our support of the Microsoft platform allows us to talk to Microsoft partners working in that applications space."

Corrent said the most critical thing on his list was ongoing channel training. The vendor is now in the midst of a national roadshow in conjunction with Microsoft.

"We want to continue building skills in pre-and post-sales," he said. "Over the next two quarters, I'll be focused on educating channel partners about opportunities around branch offices and optimisation."

In addition to his channel stint at Trend Micro, Corrent held a channel account manager's role at Nortel from 1998-2005.

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