The executive in charge of 3Com's UK operations is inviting the vendor's resellers to meet with him, following the company's axing of its UK country manager role.
3Com announced a review of the UK sales team earlier this month, which is expected to last about two weeks, and Buddie Ceronie, 3Com regional director, said he is eager to get the views of 3Com's UK channel.
Ceronie will head the UK business, but also has responsibility for Eastern Europe, Russia, Greece, Turkey, the Middle East and Africa.
"I am inviting our top 100 UK resellers to meet me in groups of about 12 where they can tell me their expectations," said Ceronie
Ceronie's decision to meet partners follows the news that Paul Malcolm's position as country manager will be made redundant.
"We are now looking for an alternative role for Paul Malcolm," said Ceronie. "We do not have an alternative position right now but we are a big company and there are opportunities," he added.
Chris Absalom, technical director at 3Com gold partner, Computer Network Systems, said it would be a good idea for Ceronie to meet its resellers. "We did not have much contact with Paul Malcolm and with any channel organisation it definitely has to understand the needs of its resellers."
He said there are certain issues where close contact is useful. "One of the issues we would like to discuss is product life cycles so we can build them into our plans."
Adrian Hurel, now senior vice president sales EMEA at Allied Telesyn, but 3Com's UK country manager between 2000 and 2001, said the 3Com job had never enjoyed much autonomy.
But he said a UK head was vital for a vendor to bring together the activities of a particular region.
"A country manager is important to react to regional market conditions or individual reseller needs. I strongly believe in having a strong country manager with powers to make local decisions," he said.
Ceronie, who is based in the UK, said the vendor was taking steps to ensure appropriate localised strategies.
"We have a strong management team in the UK of about seven sales and marketing leaders and I will be working closely with them to achieve regional goals," he said.
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