Lee Reynolds has joined compliance software vendor NETconsent as CEO to overhaul the firm's channel approach.
Reynolds was most recently regional sales manager in the Middle East for Polycom, having previously managed the region for Arrow and Computerlinks.
Reynolds (pictured) told CRN that he has set his sights on bringing in a new partner programme at NETconsent, as well as taking on new partners.
"My remit is to shape, mould and build on the channel," he said.
"One thing that's very clear is that we don't have enough partners and we don't have the right partners."
Reynolds explained that the plan is not to have "thousands and thousands" of partners, but to have around 20 in each European country - consisting of six or seven Premium partners and 10 authorised partners.
He said he will target security partners who demonstrate a willingness to provide a consultative service, rather than being purely product driven.
NETconsent currently has a direct touch with around 20 per cent of its clients, but 100 per cent of deals are completed through channel partners.
Previous CEO Dominic Saunders will become chief technical officer following Reynolds' appointment.
Saunders said the switch will allow him to dedicate more time to developing NETconsent's products, with a new SaaS model and cloud solution ready to go to market.
He said that NETconsent's policy management and compliance products, which aim to help firms comply with industry regulations, pit it against the likes of Navex Global, MetaCompliance and Hitec Laboratories.
"I've spread myself far too thinly and over the last year I've not spent enough time with the developers [or] been able to give the attention needed to customers and prospects," he said.
"I needed to give the commercial side a lot more attention and that's the position we're in now. We've got to the point where we need a dedicated person to run the business commercially."
As a privately held company NETconsent does not publish its revenue figures, but Reynolds said the firm is targeting "aggressive" revenue growth of around 30 to 40 per cent year on year.
Infrastructure provider says international sales now make up 51 per cent of its revenue
Suzanne Chappell of TMS plans sailing venture after selling Oxfordshire-based TMS to acquisitive Chess
Withdrawal of credit insurance by some providers a 'reflection' of current challenge facing IT sector, according to MD Steve Soper
SMART's UK managing director joins Lenovo to boost SMB business