Channel welcomes e92plus facelift
Customers to get single point of contact for sales
Vendors and resellers have welcomed e92plus’s decision to realign its sales resources so that each customer has a single point of contact.
The security distributor recently parted company with commercial director James Maunder after clashing over the change. Maunder, who introduced a product-led sales strategy in 2005, accused the distributor of moving to a “breadth model”.
But e92’s partners have hit back, claiming the product-centric model lacked customer focus.
Wayne Carter, UK and Ireland sales manager at security vendor Websense, said: “Structuring resources around partners as opposed to products is the right thing to do. It’s also more scalable for e92plus as a business and gives us more opportunity to provide products to resellers that did not know about Websense.”
Jonathan Lassman, managing director at VAR Network Technology Solutions, said: “The model introduced by James did not work for us. This is the way an organisation should work if it wants to keep customer loyalty.”