Improving its systems integrator partnerships and securing new customer deals is on the top of the list for network management vendor, Avocent's new country manager.
Ed Havlik replaces Leanne Ramsay, who has exited the company to pursue other interests. Havlick previously managed channel relationships in the US and Japan has been with the vendor for five years. His resume also includes stints with Panasonic's Computer Division and Commodore Systems.
"I want our BDMs to do the heavy lifting and identify IT and enterprise customers, go in with a consulting approach to help those customers understand our solutions, then bring in the partners," he said. "We want to have more opportunities to take to our partners and become a strategic vendor partner for them."
Havlik denied Avocent's more hands-on customer dealings would impinge on any partner's turf.
"We will be identifying customers who have never used our solutions before to broaden our market," he said. "We're large in lots of different sectors - we are big in banking, telecoms, retail and manufacturing, but we also build mid-tier solutions for organisations with just one server or networking device or with remote locations."
Havlik said it was also interested in working with more partners who could provide consulting services around its product set.
"We are not just selling KVM switches or devices - we want partners to understand it's about a solution," he said. "The best way to demonstrate this is by working with them in the field. We've not seen this approach from Avocent for several years."