Netmanage has ditched its direct sales force in the UK and reorganised itself into three business units in an attempt to overcome a self-confessed identity crisis.
All but one of the UK telesales team has been 'let go', the company said, and the remaining employee is to develop reseller relationships.
The internal changes are to be accompanied by European reseller recruitment, an accreditation scheme and the migration of all resellers to a two-tier system by the end of the year.
Richard Pitt, general manager of Netmanage UK, said the reorganisation resulted from a desire to show commitment to the channel.
'In the past we have had mini-anarchy at Netmanage,' he admitted. 'Everyone has been selling to anyone - but with no focus. We have now realised that we are not going to grow as much as we need to by pissing off the channel.'
Pat Harvey, managing director of distributor DMST, said: 'It is great news - it makes a lot of sense for Netmanage to clean up their channel.'
Harvey confirmed that his firm had been in discussion with Netmanage about the planned accreditation scheme. 'We want it to be a bit different from the usual run-of-the-mill programme - something with a bit of meat on,' he said.
Netmanage is reorganising its six business areas into three business units - called Access, Collaborate and Manage - and is recruiting two senior vice presidents for development and worldwide sales.
Carl Peede, Netmanage VP of worldwide marketing, said: 'We have not had much of a focus in the past. Instead of fighting one battle on six fronts, we have been fighting six separate battles.
If we are to double turnover to $250 million within 24 months, we must quadruple growth in Europe.'
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