Australian-based WAN optimisation vendor, Exinda Networks, has appointed its first Asia-Pacific sales vice-president to grow and support its channel base.
Kenneth Soutar was previously senior enterprise sales manager for Citrix Systems' application networking business. He has 20 years' experience in the industry including stints with Orbital Data, Extreme Networks, Datacom NZ and 3Com.
He is one of four staff recently brought on-board to help support growth across the region. A new country manager will be announced shortly.
"I've been in the channel for many years - the key for any successful vendor is to understand the value the channel brings to your company and what you bring to them," Soutar said.
Exinda recently parted company with distributor, NetWorld Systems, to focus on an exclusive relationship with TechPlus. Soutar said he was now investigating how to improve its reseller ranks and had a range of channel initiatives coming up later this year.
A key aim was to have an official business strategy in place with partners, he said.
"We need to focus on things that make us mutually successful - we've got to get quality and focused partners on-board," he said.
Soutar said Exinda was currently rolling out technical training to partners. This would be backed up by sales and marketing training.
Exinda produces WAN optimisation and application acceleration products. Earlier this year, the company received $US6 million in equity funding from OpenView Venture Partners to drive its global sales and marketing strategy.
Soutar said one of the company's key selling points was that it was Australian-based and could tailor solutions to local customer needs and operating standards.
"This is an exciting time: Exinda is a company that should be better recognised for the quality of its products and ability to compete against the US vendors," he said.