Nick Morse, the man largely responsible for setting up the indirect channel structure at 3Com/Sonix, has set up his own strategy consultancy, Mindshare.
Morse was formerly sales and marketing director at Acotec, but he will work as a freelance consultant for the German ISDN vendor. His consultancy will advise about six networking suppliers on their marketing techniques and recruitment of channels to market.
He has already been working for 3Com OEM company, Teltronix, in addition to running the sales and marketing for networking vendors ACC and ACT Networks from his Bristol home.
?It?s difficult to visualise how big the company will become,? said Morse. ?It will probably mean getting really involved in the company and wearing that company?s hat. So I will only deal with five or six firms which are not close competitors.?
Morse was responsible for developing 3Com/Sonix?s indirect sales model with former Sonix managing director Bob Jones before joining Acotec in March 1996 and devising its UK channel strategy.
?Most of the vendors admit they don?t get enough mindshare. Sonix probably achieved better mindshare than any other company in the channel,? Morse said.
He said his industry experience would come into play with companies which have leading networking technology but which lack the infrastructure to sell as much product as the major vendors and have not established a name for themselves. He added that distributors do not fulfil the role because they sign up rival vendors and cannot promote one at the expense of others.
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