E.piphany has strengthened its direct sales team with the appointment of four new account executives to regional portfolios, in an attempt to solidify its presence in Australia's CRM market.
Ian Hodge, director of sales operations for E.piphany Australia/New Zealand, said despite extending its direct sales team, the CRM software developer was still interested in working with channel partners in specific vertical markets.
"We tossed around with different business models from [the] outset. We decided that because of the complexity of what we are offering and the sudden growth we are expecting, we would primarily use a direct sales force to target markets on a geographical basis," Hodge said. "We are using the channel to get to partners we wouldn't otherwise be able to reach in certain vertical markets."
According to Hodge, the recruitment process ran over four months and involved more than 50 candidates from across the industry.
"We focused on people who had already established contacts within the industry and who were generally well regarded," Hodge said.
The new account executives include Derek Brand, former general manager of IBM's Unix division, Tracy Collins, formally with Siebel Systems and Epicor, as well as Peter Scott and Andrea Fontana, both from SAP.