With its channel now accounting for 85 per cent of sales, communications services vendor, WebEx, has appointed Mark Fenson as its Australian channel sales manager.
Fenson was previously at Dell following a spell as a software and peripherals product and marketing specialist.
WebEx Australia managing director, Kevin Mackin, said the appointment would boost one of its two primary partner channels.
"One of those is Telstra, which already has resources dedicated to it," he said. "At the same time we also have our telecommunications partners like MCI, Premier, British Telecom and Intercall, so we're using this position to further stimulate their growth."
With the total Web conferencing market estimated by Frost and Sullivan at just under $US2 million in 2003 but expected to top $US15 million by 2010, according to Mackin, WebEx was justified in investing in the extra channel resource.
With 70 per cent of sales coming from word of mouth and first hand experience of the vendor's Web conferencing product, joint marketing initiatives would be a major new focus and growth opportunity for the company, Fenson said.
"If we can hit it now, we will get growth beyond just word of mouth out across the wider channel," he said.
Swelling reseller ranks would be a part of Fenson's immediate portfolio, Mackin said.
"We have most of the tier-one resellers already using and selling our products," he said. "But we just haven't given them enough support to grow at the rate they could have in the past."