Axios enlists veteran to build a VAR channel

Clive Longbottom: The main market players have loyal customers, so Axios may find it difficult

IT service management vendor Axios has hired a channel veteran to launch a global channel programme and steer the company through geographical and vertical expansion.

Blair Kantolinna joins Axios as global head of channels and alliances from BMC Software where he was head of global business development.

Assyst, Axios’s core product, is an automated helpdesk and IT service management tool that supports all IT Infrastructure Library (ITIL) disciplines in a single system.

“We have managed service providers (MSPs), but we would like to grow by recruiting resellers and consultancy partners,” said Kantolinna.

“Partners will be recruited across territories with ideally one or two in each region, so they are an extension of our business instead of competing with each other.

“It will be challenging in an already saturated market, but we aim to double the whole business over the next three years,” he added.

Clive Longbottom, IT service director at analyst Quocirca, said: “The three main players in this market have loyal customer groups, so it will be hard for Axios.

“If Axios targets specific verticals and has focused messaging to show it is an alternative, it may entice partners. But if the channel cannot see the difference, they will not invest.”