Vendor sends manager to play vital role in channel development strategy

WAN optimisation vendor Expand Networks has claimed the appointment of a funded head into the office of DNS Arrow is a sign of its commitment to the distribution channel.

The vendor has appointed Geoff Bradley as business development manager at DNS Arrow and argues that the former Computer 2000 executive will be vital to its channel development strategy.

Rob Drew, UK sales director at Expand Networks, said: “We are purely channel focused and this appointment shows we are prepared to invest in our distribution channel.

“Resellers have direct access to an Expand representative and are no longer distanced from the vendor.”
A DNS Arrow representative added: “It improves our ability to deliver and adds specialisation that is not available anywhere else.

“Having an Expand representative will allow us to add extra value.”

Resellers have welcomed the move, agreeing it will improve channel relationships.
Nick Bishop, sales director at Expand reseller Accelerated Networks, said: “It is good news for the channel. It brings vendors, distributors and resellers together.”

The concept of funded heads is something the channel has not seen recently and analysts have suggested that this could work in Expand’s favour.

Keith Humphreys, managing consultant at analyst EuroLAN, said: “It is an unusual move these days for networking vendors to use funded heads in distribution.

“It will be interesting to see if Expand is re-introducing them to get more attention from DNS Arrow. Because other vendors are not doing this, it could be a success.”