Wynyard Group has appointed Caroline Cull as Partner Sales Director, a new role created to accelerate sales through partner distribution channels.
With a strong track record in partner management in the software industry, Cull has over 20 years’ experience successfully managing and establishing partner relationships and achieving revenue growth for global blue chip technology organisations including Hewlett-Packard, Sun Microsystems, Microsoft and SAS Institute.
Cull joins Wynyard’s London-based team from SAS where she developed and drove the Alliances Strategy & Sales Plan with Capgemini & Hewlett-Packard and managed relationships with large channel partners such as EMC and Oracle.
Wynyard Group Managing Director Craig Richardson says the company was entering the next stage of its growth plan and has commenced investment in a partner program.
“We hadn’t planned on sales from partner channels this year," he says. "To date we have focused on direct sales so we could tightly manage the Wynyard customer experience and our regional expansion plan.
"Over recent months however, the level of inbound demand from high quality technology partners and systems integrators has increased and we feel the time is right to open up that distribution channel.”
Richardson says technology partners are companies with complementary products and established customer bases in Wynyard’s target markets, and will enhance or extend the value of their product with Wynyard’s advanced crime analytics software and manage the sales process.
Systems integrators also have established customer bases and specialise in bringing together component subsystems into a whole and ensuring that those subsystems function together. They will include Wynyard advanced crime analytics in their solution and manage the sales and implementation process.
“A successful partner program will increase sales volume through technology partners and deal value through systems integrators by expanding our sales reach and scalability without significantly increasing our staff numbers and cost base," he adds.
"We want to ensure Wynyard becomes the partner of choice for leading systems integrators and selected specialist technology partners.”
Richardson believes Cull brings an extensive network of contacts and strong history of sales success through partner alliances.
“We are delighted to welcome Caroline to the Wynyard team," he adds. "Her industry experience and strong networks will add immediate value as we continue to execute our growth plan and expand our customer base through new channels.”