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FrontRange aims to increase indirect footprint

FrontRange aims to increase indirect footprint

Gilleran aims to enhance partner penetration

CRM vendor, FrontRange Solutions, has promoted John Gilleran to the role of Asia-Pacific IT Service Management (ITSM) sales director. He now be responsible for the company's direct and indirect business.

Gilleran was previously the A/NZ service management business manager.

"We've had a bit of restructure in the organisation and we moved to a more product-centric focus where I look after service management tool, ITSM," he said. "We have really consolidated a strong customer base in A/NZ and our plan is to expand that. We have achieved about 100 clients over the past two years."

Gilleran said he would be focused on increasing the vendor's indirect business, which currently makes up about 40 per cent of total sales.

"I would like to get to a 50/50 status," he said. "We have got a strategy in place where we are growing our direct and indirect model at the same time."

Gilleran said he would like to attract more enterprise-centric partners that were familiar with the service desk market. Locally, FrontRange has about six ITSM partners.

"Looking at some of the partners we have, they can only handle a certain amount of workload and we have to help them grow beyond that to help deal with some of the larger accounts that we are getting," he said.

FrontRange has also put a new A/NZ sales team in place, which consists of six staff.

Before joining FrontRange, Gilleran previously spent three years as a business owner and sales director of Helpdesk Solutions.


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