It's going to be the "Australian version" of the master agent.

James Anderson, Senior News Editor

April 12, 2018

3 Min Read
Expansion

**Editor’s Note: Click here to see which channel people were on the move in March.**

Telarus is expanding internationally – into Oceania specifically.

The Utah-based master agent is moving into the Australia and New Zealand marketplace and has tapped Tony Heywood to lead the effort.

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Telarus’ Tony Heywood

Heywood takes the title of head of channels and will work to establish “the Australian version of the master agent.” His many roles will include partner development management, commissions analysis and event coordination, but Telarus says he will focus on sales and vendor partnerships after the region has added support staff.
Telarus plans to establish an office in Sydney.

Telarus CEO Adam Edwards said Thursday that his company has grown by more than 40 percent in the U.S. over the last three years. But he said other countries and continents hold “even greater growth potential.” Many studies show Asia as one of the fastest growing markets for business technologies, and Telarus will start there with Australia and New Zealand

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Telarus’ Adam Edwards

“We see the broker model there in its infancy, waiting for a market leader to come in and take a leadership role. Our vision is to become just that: the leading master agent in the ANZ market. In order to accomplish that, we’ll need to educate and recruit the first batch of true cloud brokers, help them develop go-to-market strategies that work, refine their marketing, and give them the blueprints to grow their staff,” Edwards said. “At the same time, we’ll be working closely with our many suppliers – some of them with assets currently deployed in Australia – [to] gain their unfair share of the market. Tony is going to be the best friend cloud brokers and cloud service providers could ever have Down Under.”

Heywood, a Sydney native, most recently ran a consulting firm for vendors and distributors in the channel. He served as vice president for APG Networks from 2013 to 2017 and perhaps most notably worked for Westcon from 2010 to 2013. Two of his roles at Westcon were general manager of data center and infrastructure, and director of Cisco sales.

Heywood said the Australian version of Telarus will build off the company’s 16 years and 160 U.S. employees.

“From my time at Westcon, local ISPs and systems-integration partners, I worked alongside channel partners who focused on solving technology solutions using services they built themselves and/or resold under their own brand,” Heywood said. “While that business model is what’s popular now, I believe, as Telarus does, that the broker model will win out in the coming years. The opportunity will be to help these early adopters jump out to what could be an insurmountable lead.”

Telarus has been expanding domestically as well, announcing regional partner development managers and a vice president of the Northeast.

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About the Author(s)

James Anderson

Senior News Editor, Channel Futures

James Anderson is a news editor for Channel Futures. He interned with Informa while working toward his degree in journalism from Arizona State University, then joined the company after graduating. He writes about SD-WAN, telecom and cablecos, technology services distributors and carriers. He has served as a moderator for multiple panels at Channel Partners events.

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