AVG (AU/NZ)’s reseller growth plans have seen it appoint Michael Dowling to be its new sales director.
Dowling comes to the role having previously held channel-related positions with Melbourne IT, and most recently, Achieve Global. His new role will see him assume responsibility for all sales, aside from the vendor's Web business.
AVG (AU/NZ) managing director, Peter Cameron, said Dowling was someone he had been trying to entice to the vendor for the last couple of years, having worked together some 15 years ago.
The sales director role had been left vacant for the past year, Cameron said, and in light of Dowling’s appointment had been substantially redefined.
“The first major job [for Dowling] will be to conduct a review of our reseller program and come back to us with suggestions on how to change things to better engage with our channel,” Cameron said.
“I know he is currently working on pulling together a reseller survey, which will start the research process off.”
Improving engagement with its channel has been highlighted as a core focus for Cameron over the next 12 months. While the vendor currently has a database of around 2600 partners, a great number of those have been largely inactive. Cameron said working with those to find out why they joined up with the vendor to start with, and making sure it is fulfilling the needs they came to it for, was a critical engagement focus going forward.
The vendor is looking to hire additional channel headcount, and is currently advertising for a channel sales development executive to assume responsibility for reseller management, Cameron added.
Dowling’s appointment brings the total sales staff to 12, on the back of a year that saw AVG (AU/NZ) grow 58 per cent, and place 35th on the Deloitte Fast 50. Cameron said the high starting base meant similar growth in 2010 was unrealistic, but he was still aiming for between 30-40 per cent.