Shakeup of Milestone NA Distribution Team

By: Brian Karas, Published on Nov 03, 2016

Milestone built up their NA distribution sales team in the past year, following building up their manufacturer rep network and then terminating them.

Now, Milestone has shaken up their NA distribution sales team.

In this post, we look at what has happened, share Milestone's response and look at the underlying industry trends.

********* ***** ** ***** NA ************ ***** **** in *** **** ****, following ******** ** ***************** *** ******* *** then *********** ****.

***, ********* *** ****** up ***** ** ************ sales ****.

** **** ****, ** look ** **** *** happened, ***** *********'* ******** and **** ** *** underlying ******** ******.

[***************]

Organizational *******

***** ** *********'* **** person ** ************ ***** team *** ***, ********* ******** Distribution *******, ***** *** [**** no ****** *********], *** distribution ******* ********, **** ******* [link ** ****** *********] *** ******* Hosier [**** ** ****** available]. *** **** ***** by ********* ** ****.

********* **** **** **** moved ************** *** ******** distributors ***** **** *** [link ** ****** *********], in ******** ** *** other ****** ** ******** Of ***** **********. **** ******* [link ** ****** *********] *** moved **** ************ ********* to ************ *****.

***** ******* ***** ********* from ****** * ********* distribution **** ******* **** 3 ***** ******, ** a **** ******* **** covers ******** ****** **** 2 ********* ***** ****** covering *** ****** **.

********* **** **** **** to ******** *******'* ********* role, *** ********* **** no ***** ** **** additional ********* *** *** distribution ****.

Milestone *********

** * ************ **** IPVM, ********* ****** "********* ******* ********* ** distribution *** *** * tier ******* ** ** market" *** ********* ***** ******* ** part ** ** ******* team ***********, ***** ******** reorganizing ***** ******** ** his team ** ****** *** direct *******.

History ** ******** / ************ ****

**** ******* ** *** distribution **** ** *** unlike *********'* ************* ** ***** ************ rep ******** ** ****/****. ********, *********'* ************ team *** ******* ******** and **** **********.

Race ** *** ****** ******

*** ***** ********* ** low-cost ******* ********* ** sub $*,*** ***** ******, **** cut ** ** *** lower-end ** *** *** market, ****** ** **** for *** ******* *************, with ********* ********* ** much ****** ***** ******, to *******.

********* ******, *** ******* acknowledged ****, *********** ***** **** *** and ******** ****** ** **** ** ******** more ** ***** *** features ** *** *** tiers ** ***** ********.

Distribution **** ********* *** **** ***

****** ********* **** **** distributor-focused ******* ***** ***** for *********, **** **** an *********** ***** *** channel ***** ****** * higher-end *******, * *** of ************* ***** ************ add **** *****. ************ are **** ****** ** influence *** ****** **** complex ***** ***** ********* is ********, ** **** distributors *** ******** ** delivering low-cost ****-****** ******* ******** to ******* ******* *** smaller ********.

[******: ******** ****] ********* hired * ******* ***** positions (**** ****** / ******** Acct *******, *** ***** / ******* Manager ** & **, *** ******* / ******* Manager ******* ******) *** is ***** ******* ** hire *** ****** ** backfill **** *******'* ********.

Comments (4)

Milestone says they plan to backfill Ellison's marketing role

Listed on LinkedIn yesterday. Time for a "would you work for Milestone" post?

Ellison was Distribution Marketing Manager. The role you linked to is Senior Marketing Specialist. They are different roles and the job description for the one posted on LinkedIn does not even mention distribution.

Also, we do have a job item on Milestone: Would You Take A Job At Milestone?

Huh. Could have sworn I saw a job listing for a distribution guy yesterday. That'll teach me to read.

Both of these moves were made to support the Milestone NVR's. I am guessing that they do not have enough of a margin in them to hit a price point that is truly needed, for an appliance, based on cost/features/performance in the current market environment. Thus, they have had to adjust their cost structure appropriately.

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