Launching a local channel program and building up its enterprise profile are the first points of focus for newly appointed Quantum managing director, Keith Busson. He replaces Craig Tamlin, who assumed the CEO role at SpectrumData in October last year.
Busson joined Quantum in 2004 as a district manager before moving on to become area director of sales for EMEA. His resume also includes roles at Seagate and Certance.
Busson said he will focus on understanding the local market and meeting with Quantum's channel partners to discuss their business needs. He also planned to launch a partner program this year specifically suited to the local market.
"We want our partners to sell Quantum product, but what are they trying to do over the next two years as a business?" he said. "There will be a 3-4 month review process of our partners, then we will look at the market and put in a program that really drives the business in the right direction for us and our partners."
Locally, Quantum has four tier-one partners and about 30 tier-two partners. The vendor also has global alliances with vendors like EMC. Busson said he would like to shift Quantum's focus up from SMB to enterprise.
"In Australia, Quantum has been perceived as a fairly low-end product set. Worldwide we are actually an enterprise company, which is where our strongest product sets are," he said. "We are looking for partners that we can grow up with. We can help them by giving them the skills, certifications and so forth, to be able to go out to the big users and talk about our products properly."
To help its push into the enterprise space, the vendor will be launching its enterprise-class DXI product in May.
Quantum also recently promoted David Samuels to channel manager. Busson said there are plans in place to hire an additional six channel and enterprise account managers throughout the year. Locally the company has about 50 employees.