Networking distributor Azlan has shifted focus from vendors to dealers following its recent management reshuffle and is expected to move into general technical training.
Azlan business development manager Nick Sears said the networking distributor had been spending too much time on vendors. ?Under the old system we had one person doing sales, product management and marketing for a vendor,? he said. ?Now we have those with sales skills or product skills playing to their strengths as well as having a focus on dealers.?
The Cisco, Bay and Digital teams have stayed intact, but smaller vendors are more likely to be dealt with as a dealer geared solution sell. The recent signings of network security vendor Checkpoint and networking infrastructure software firm FTP have enabled Azlan to put together an Internet/ intranet solution based around Checkpoint, Cisco, FTP and Netscape, covered by three Internet sales people.
Azlan Training is also planning a technology-led Internet/intranet training course.
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