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Just weeks after Trustmarque cut support for volume resellers failing to add value it has moved to increase support for those dealers that are concentrating on services.
Former Microwarehouse, Insight and Nimbus Technology Systems staffer Simon Rutt joins Trustmarque as director of marketing and partner alliance along with Mark Penny, who is taking a role as strategic sales director.
Rutt said that he recognised the need for Trustmarque and its partners to offer more than just volume licensing support.
"Organisations need more from a reseller than just a broad assortment ofd product and basic services. Being able to offer top quality licensing expertise as well as expert advice and assistance with technology deployment is what CIOs expect from a credibly VAR," he added.
At the same time Penny takes the driving seat in the move to increase solution sales, which has become a significant area of revenue for the reseller.