Network edge opportunities prompt new channel strategy for Emerson

Emerson Network Power is ramping up its channel focus locally, as the vendor seeks to push its solutions for the network edge to a broader market.

The company says many organisations, including small and medium enterprises are starting to move their compute and storage capacity closer to the network edge, in the form of smaller data centers and computer room, or in remote locations.

"Because of this it has become imperative for them to have reliable IT solutions to support these locations," Emerson Network Power says.

The company says that in light of the growing demand for agile, reliable and flexible IT solutions, it has a new strategy to bring its solutions closer to the customers.

That strategy involves the channel, with the company doubling down on its channel focus and appointing Mo Kandeel as director of channel business for Australia and New Zealand.

Kandeel will oversee a dedicated channel team of nine people including sales, pre-sales, distribution and markeing and 'ensure that Emerson's industry leading solutions for the network edge will reach a broader market within the channel ecosystem'.

Kandeel, who will be based in Sydney, is charged with developing and strengthening Emerson's channel business by working with distributors and partners and refining the company's channel engagement programs.

Robert Linsdell, Emerson Network Power Australia and New Zealand national sales director, says the appointment reflects the significant channel-led growth opportunity that Emerson sees in Australia and New Zealand's small- and medium-sized business.

"With the continued explosion of data driven by mobility, cloud, internet of things and big data, and with the realisation that businesses need reliable and manageable power and cooling infrastructure to support the always connected customer experience, Mo will help Emerson Network Power capitalise on these opportunities by ensuring that we have the right focus to support and grow the breadth of partners, as well as the skills depth of our channel business," Linsdell says.

Kandeel, who has 17 years industry experience including roles at Autodesk, Lexmark and Dell – where he launched their channel business – says the channel landscape is constantly evolving as customers' demands change.

"We see this as an opportunity for us to harness our expertise and make significant impact to the channel, by bringing our tried and tested solutions and service expertise to our customers.

He says he plans to work with partners in a 'collaborative manner' and reward partner for their level of commitment to Emerson's partner program.

"The end goal is to have a strong channel ecosystem with highly skilled and certified sales and technical personnel," Kandeel says.