NetIQ EMEA channel chief seeks UC experts

iall Lynch, NetIQ EMEA channel sales director

Systems management vendor NetIQ’s new EMEA channel chief is on a VAR recruitment drive for unified communications (UC) experts.

Niall Lynch was recently appointed to the newly created role of EMEA channel sales director. He will oversee the work of channel managers located in individual countries across the region.

“We felt it was an opportune time to make a bigger impact through a more consolidated effort,” said Lynch. “It made sense to add further structure internally so we can be more synchronised and effective.”

The vendor launched its recruitment drive for VARs to sell its UC management tools at Cisco’s Networkers conference last month.

NetIQ’s product range covers a number of technologies, including security management, systems management, voice over IP (VoIP) management and IT process automation.

Lynch said some VARs sold technology from across NetIQ’s portfolio.

“If you are a Cisco reseller with security expertise, there are synergies,” he said.

“Our products appeal to both SME-focused VARs and larger integrators.”
Lynch claimed his ultimate goal is to drive 50 per cent of NetIQ’s EMEA revenue through the channel and he revealed the vendor does not generally work through distributors.

“We would not rule anything out, but our solutions are conducive to a direct touch,” he said. “One tier, we have found from experience, has provided better results.”

David McLeman, managing director of VAR Ancoris, claimed that NetIQ’s VoIP management suite was differentiated by the fact that it was compatible with Cisco, Nortel, Avaya and Microsoft products.

“In the real world most people do not just use a single vendor,” he said. “The margins are healthy if you are prepared to make an investment in technical skills.”