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27 Feb 2006
Security giant Trend Micro has restructured its business into four regional units signalling the finishing touches to almost two years of changes.
The new organisation will be comprised of Northern Europe, Southern Europe, Central Europe and the Emerging Markets. Pat Dunne, formerly UK general manager, will now take on the role of sales director for Northern Europe.
Dunne told CRN: “This is to solidify what we have been doing over the last year. We have gone from five regions to four. I think we are taking a step in the right direction and we are now focusing on the right channel.”
He added that the firm will take on a more ‘outward looking’ role in the coming year and wants “to take our message to partners and customers more effectively”.
Dunne added that the channel will see extra focus on value add, where Trend intends to put more support and reward partners more effectively. The vendor is also putting more emphasis on working with end-users by increasing brand awareness, and is making its lead registration scheme a permanent fixture in its channel programme.
“It’s not a secret that over the past few years Trend hasn’t managed its channel that well, but during 2005 we did a lot to consolidate our partner relationships and it is now going well. We now have a stable management team in place and are on track for growth,” Dunne said.
Mark Hatton, managing director of distributor Sphinx, was positive: “Trend over the last couple of years has been beset with too many changes. It is now going through a period of real stability and that is paying dividends to its channel.”
Mukesh Gupta, managing director of Trend distributor e92plus, added: “This will help us going forward because having certain champions concentrating on certain regions means we can get more focus.”
sara_yirrell@vnu.co.uk
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