Novell has restructured its Asia-Pacific management team in an effort to cash in on the success of the company in the Australian market.
Former managing director of Novell, Australia and New Zealand, Cliff Smith will hold the newly created position of regional director for South Asia. In the past, Smith reported to regional vice-president Keith Osborne. The vice-president will now oversee three area groupings. Smith will be responsible for the South Asian group, covering Australia, New Zealand, Singapore, Malaysia, Thailand, Indonesia, the Philippines and Vietnam.
Stepping into the managing director's shoes in Australia and New Zealand is former sales director Ashley Wearne.
Despite being dogged last year by a poor share price and staff cutbacks, revenues in Australia and New Zealand have doubled. Novell hopes to repeat the performance in other markets.
"We have been getting growth in the high 20 per cent range in the last three years, which is well above not only what Novell has been doing in other countries, but above the general market in Australia," Wearne told ARN.
The key, he said, is the company's focus on the customer.
"We have been working with our channel partners to understand what our customers really wanted for their businesses," he said.
And while this philosophy may not seem a new one, the company's local success lay in its ability to bring mission-critical applications to market as quickly as possible.
"A lot of companies have recognised the need for such solutions in the market but in big companies it is hard to turn the people around. In Australia we are lucky to have a good set of people and the flexibility to do it quickly. Now customers treat us as a business partner and are willing to share more with us about where they want their business to go."
This year Novell will focus on the applications for its technology rather than the technology itself with the introduction of its Zero Day Start application. The application issues new employees with network setups, e-mail accounts and new password management tools.
Both Smith and Wearne will be based in Sydney.