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ConnectWise targets trans-Tasman MSP growth

ConnectWise targets trans-Tasman MSP growth

Malcom Ferguson on-board as new director of International Sales across Asia Pacific

ConnectWise has unveiled plans to deepen managed service provider (MSP) engagement across Australia and New Zealand, following 12 months of growth through the channel.

Tasked with driving such growth is Malcom Ferguson, recently hired as the new director of International Sales across Asia Pacific.

Based in Sydney, Ferguson inherits a team that has reported 48.6 per cent billings growth across the region year-over-year, backed by a 29 per cent increase in local partners since 2017.

“We’re investing in a long-term structure for Australia and New Zealand,” said Gregory Lalle, vice president of International Sales at ConnectWise. “When I first arrived in the local market, I had the option of building a team then hiring a leader, or hiring a leader then building a team.

“We reached the point in which we needed a leader to have strong experience and be tenured in the market, which Malcolm provides. Malcolm understands software and the concept of as-a-service, and he’s well versed in building teams locally.”

Ferguson joined the business earlier this year from Oracle, having held the head of applications position across A/NZ since September 2016.

Leveraging expertise in enterprise software and consulting services, Ferguson also held senior management roles at Pronto Software, Hewlett Packard Enterprise, IBM and Objective Corporation.

“Increasing our engagement level is key,” Lalle added. “It’s crucial for the local market to know and understand what ConnectWise is doing. We want to build relationships and have an empowered local team to drive growth.”

In accounting for almost seven per cent of global ConnectWise revenue in 2018, the A/NZ division has doubled the account management team in the space of 18 months, alongside opening a new office space in Sydney.

According to Lalle - when speaking to ARN during IT Nation Connect in Australia - the move was designed to provide “on-site and face-to-face” product training, consulting and education for partners.

“Our international market continues to be the leading growth engine for the business, and we expect that to continue in 2019,” said Lalle, in referencing a worldwide partner count of more than 25,000 MSPs.

James Henderson travelled to IT Nation Connect as a guest of ConnectWise.


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