Trend’s QLD resellers get local touch

Paul Cranitch has been appointed to head up this office as Trend Micro’s Queensland Territory Manager.

In an interview with CRN, he said the reason for the new office was because the vendor had quite a few customers in the Queensland region.

“[These include] everyone from government departments to commercial customers in small businesses,” said Cranitch.

“We also have quite a few resellers, who were being serviced from the Sydney office.”

According to Cranitch having a Brisbane office will help its channel partners in the region get what they need from the vendor.

“Starting up an office in the QLD market will help to provide a better level of service on the ground,” he said.

“My role is to recruit more end users through our channel partners, because all of our business goes through resellers.”

Cranitch claimed he will be driving demand for Trend’s channel partners and bringing them leads.

The Brisbane office will also help its channel partners with local marketing events and the launch of some incentive programs and to generally help resellers.

“Our reseller margins are set by the channel partners,” Cranitch said.

“The margins are healthy, so we work closely with our resellers on a deal by deal basis to ensure that they win the business with healthy margins,

“We prefer our channel to do all the services work, which can be good money for resellers.”

Currently Cranitch will man the office by himself, with assistance from head office in Sydney.

“We anticipate staff growth, over the next few years, to three or four people,” he said.

Trend Micro's new office adds to its Sydney headquarters and Victorian office.

According to Cranitch there is the posibility of a new office for the Western seaboard of Australia.

"As more clients use products in Western Australia it's [opening a new office] is something we are considering as well," he said.

Cranitch brings 16 years of experience in the Queensland IT market to this new role at Trend.

He comes to the vendor from Leading Solutions Queensland, where he spent the last 6 years as an Enterprise Account Manager.

He has spent around 16 years in the IT industry with roles at Fujitsu, General Electric IT Solutions (now CSC) and IXOS Software.

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