Opengear steps up EMEA infrastructure sales reach with channel recruitment drive



Stepping up reach

The company recently changed ownership and the latest sales drive follows changes to distribution in many of the main business regions.

Network infrastructure and management vendor Opengear has appointed Mark Hughes as its new channel manager for the EMEA region. He has a target of recruiting new resellers in each of the firm’s key markets, with the aim of creating a core EMEA channel community of around 50 strategic partners.

Last December, Digi International, the global provider of Internet of Things (IoT) connectivity products, software and services, completed its previously announced acquisition of Opengear for $140m plus a potential further $15m based on revenue performance.

Hughes will work closely with key distributor Exclusive Networks, which was appointed to support the southern Europe region for the vendor last year and which has recently had its remit expanded to the DACH region and the UK too.

Over the last couple of years, Opengear has on-boarded several new resellers in the EMEA region, including S-Connect and IP Xchange in the Netherlands, Delo in Italy and Teneo in the UK.

Hughes said: “I’m looking forward to helping the business grow further by developing our existing network and by connecting with and onboarding new channel members. My focus is on building a close-knit, value added channel community.”

Before joining Opengear, Hughes was the EMEA partner manager for Out-of-Band remote network management products at Lantronix. And before that he was global partner development manager at Hitachi Data Systems and was a channel development manager at IBM.

Alan Stewart-Brown, VP EMEA at Opengear, said: “We are looking to take business growth to the next level in EMEA by creating a structured distribution and reseller channel.

“Mark’s extensive industry connections and his in-depth experience in business development and building dynamic channel and partner networks across the region make him ideally suited for this role.”

Last summer, Opengear appointed Alan Kinsey as regional sales manager for the UK and Ireland.