While downsizing has been one of the most unfortunate trends in the IT industry in recent years, companies looking to bolster the ranks are finding talent a lot easier to acquire.
3Com Australia is the latest IT vendor to benefit, appointing ex-HP account manager Chris Bor as channel sales manager for its volume business.
Bor was previously a partner development manager at Hewlett Packard, managing high profile reseller accounts such as Centari (now owned by Commander), CSC, BCA IT and Volante. He left the company during the rationalisation of the new HP in August/September 2002, and joined 3Com just prior to Christmas.
Bor will now be responsible for managing the vendor’s distributors as well as its named partner accounts for 3Com’s volume products (those sold through small reseller reps, retailers and catalogue sales). He will report directly to 3Com managing director Mike Clarke.
Clarke said that several years of downsizing in the IT industry had created a talent pool on the employment market of a quality he had not seen for many years. With Bor on board, 3Com was set to ‘get aggressive’ in the volume space, he said.
“The position has only just been created – before this there was no resource at 3Com specifically focused on channel sales management,” Bor said. “Prior to this Mike [Clarke] touched on the channel and probably covered 99 per cent of it. But now 3Com is getting very serious about channel growth. It wants to provide its partners with someone who can own the program.”
Bor said his experience with high-profile reseller accounts at HP will prove beneficial to his new role at 3Com. “From day one I can pick up the phone or walk into an account and have the ear of the sales manager,” he said. “People in the channel know me. I may be selling a different product now, but I will still be providing the same service.”