Niche distributor, ChannelWorx, has announced some new staff appointments as well as regional offices in Perth and Canberra.
Targeting further opportunities in SA and WA, the distributor has appointed Peter Wheatland as a senior sales engineer and Jason Laurent as regional channel manager.
Similarly for the Canberra market, Alan Ernst had been hired as ACT business development manager and Dino Soepono appointed NSW/ACT branch manager.
The WA/SA and Canberra markets are parochial and difficult to address remotely, according to ChannelWorx managing director, Scott Lidgett. Both required local presence in order to do business.
"For a long time we were the same as most distributors," he said.
"We just flew into town, did the rounds with resellers, made a lot of noise, then turned up and did the same six months later. There wasn't the continuity there required by resellers.
"Staff and products change, and if you're only there every six months or so you can't expect to have the kind of continuity that you need to earn the loyalty of those resellers."
The distributor had also expanded its range to include Iron Port's secure email gateway appliance and Decru's encrypted storage offering, Lidgett said.
"We have always tried to maintain a portfolio of a dozen or so leading products and we will continue to build that out around security of networks and storage as they are the key areas for us," he said.
To ensure further growth over the coming year, ChannelWorx also plans to expand its Sydney sales team and rollout a new CRM solution for its reseller base.
"It will have an integrated customer intranet capability which will be about making doing business with us easier," he said.