Building out indirect sales channels will be a key focus for IntraPower’s newly installed national director of sales.
The ASX-listed data, telephony and applications managed services provider (ASX:IPX), has hired former SAP senior vice-president of CRM on-demand business, Darc Rasmussen, to oversee its sales push. He has spent several years in the US and has 20 years’ IT industry experience including roles with systems integrators.
IntraPower CEO, Greg Kennish, said Rasmussen’s position was the result of a series of recent acquisitions. IntraPower purchased managed services provider, Wavenet, as well as managed network player, IPsX, in February.
“Darc has spent a lot of time with SAP rolling out its CRM offering globally, which was of particular interest to us,” Kennish said. “We’re going into our second phase of growth – the first phase was acquisitions and building out our high capacity network, which now enables us to deliver IP applications. Now we want to bring that into the market and deliver voice and data as a service using an on-demand model.”
Kennish said Rasmussen had built SAP’s on-demand business from $US30 million annually to more than $US1.4 billion.
“Darc has a lot of experience in this area and how to deliver this directly as well as via channels,” he said.
IntraPower’s customer sweet spot is 5-500 users. Kennish said it had built its network from the ground up with the aim of offering white label services to channel partners.
“We are seeing a number of different distribution groups servicing the SME sector who want to access IP products and move customers across to an on-demand model,” he said. “We want to nurture and develop channels and over the next three to five years expect to be 80 per cent indirect.”