D-Link has revealed that it has started a significant programme of channel development investment for 2012, as the company aims to recruit new partners, energise its existing resellers and re-engage those that have moved away from D-Link.
As part of this strategy D-Link has reorganised its operations in the UK & Ireland to better serve its channel partners. Under the new structure D-Link will have three separate business units – Consumer Solutions, Business Solutions and Telco & ISP – all of which will be supported by a newly created dedicated business development team. This will enable the company to further build on its channel partnerships and provide clearer differentiation between different products and market segments the company serves.
The reorganisation brings the UK & Ireland business in line with other successful European territories, with specific management team roles being created. Adrian Edwards has joined D-Link from Logitech as Consumer Solutions Manager. Andrew Mulholland becomes Business Solutions and Marketing Manager while Aaron Armah heads up D-Link’s highly successful Telco & ISP business. Bentley Lo, Business Development Manager, will lead a team of Business Development Engineers, each one focussed on one of D-Link’s core technology areas. The three new business units will be reporting into Stefano Nordio, Vice President, Area Manager, UKI & Southern Europe and Luigi Salmoiraghi, Deputy Country Manager, UKI.
To support the company’s further growth and channel activities, D-Link has invested in a team of four full-time channel sales support agents to be exclusively focused on developing partner relationships. Furthermore, D-Link has invested in new software and partner engagement platforms to enable greater information sharing between the company and its partners.
D-Link will be looking to build on existing relationships as well as formulate new long-term partnerships, ensuring that its resellers and distributors have the training and support to help them close opportunities and benefit from recurring customer revenues. The company has already made significant financial investment in its channel over the last year, with the launch of its new technical services programme, D-Link Assist, and BudgetWise its payment plan for the public sector. D-Link will be looking to further build on this investment in the months ahead with the announcement of further channel initiatives.
Andrew Mulholland commented: “D-Link has been and always will be a channel business. Partnership is critical to our ongoing success and we hope to more than double our channel partners over the next 12 months. We are the only company out there offering a complete IP portfolio, and the reorganisation of our UK & Ireland business will enable us to provide resellers with greater focus and support, as we continue to go the ’extra mile’ for them. For instance, our dedicated business development team will now be on hand to provide technical support to resellers and their customers. It is through this commitment and investment in the channel we aim to grow both our business and that of our partners.”