HDS: Resellers will get more clarity on account segmentation
New COO in charge of direct and channel arms but insists there is no conflict
Hitachi Data Systems' (HDS) new channel boss has promised partners more clarity on the way customer accounts are split between VARs and direct sales staff as she outlines her plans for the role.
HDS veteran Lynn Collier (pictured) took on the role of chief operating officer three weeks ago – a newly created position in which she is responsible for both the channel and direct sales force.
Collier's role will encompass duties previously carried out by former vice president of UK channel and alliances Neill Burton, who is no longer in the role.
Despite taking responsibility for both the channel and direct sales staff in the new role, Collier insists there is no conflict of interest and that HDS will continue its "partner-first" approach.
"There is no conflict at all," she said.
"In response to feedback I've been getting... we want to be more clear with partners on account segmentation so that we are not trying to be the same thing to everyone.
"We recognise partner needs and are mapping out [the future] on that. With account segmentation, we want to take our messaging and portfolio to end users with our sales force but predominantly with partners first."
She added that the creation of the COO role which incorporates the channel demonstrates HDS' commitment to partners as it is putting them on the agenda higher up in the company.
Back in January, UK channel boss Harvey Smith left for VMware, and Collier admitted that he will not be directly replaced. Instead, a handful of new product-focused leaders will be signed up, all with a focus on the channel.
Collier said this means there is even more support for the channel.
"Moving into FY14 in April, we are looking at where to put the right resources for growth," she said. "[The new product-focused staff] will then support the channel to underpin their expertise. There will be more resources in the channel, just a different kind – they won't be sales led, which is what Harvey's role was."
She insisted that the recent departures at the top in HDS' channel organisation does not represent any instability.
"Change is the only constant and it is how we adapt and drive the right behaviours and support the right change [that counts]," she said. "There have been some changes but I think the one thing the COO role brings to the fore is that partner engagement is pivotal in the UK."