Growth remains firmly on the agenda for Lancom Technology as it starts 2024 with a key hire expected to advance its expansion into the ANZ market. Former AWS APAC Head of Strategic Alliances Darryl Grauman joins the company as Head of Revenue and a member of the Senior Leadership Team where he will apply extensive experience in the Managed Services and Software as a Service channel to help Lancom Technology achieve their local and global expansion ambitions. 

Group CEO Waruna Kirimetiyawa, who has put Lancom Technology on its trajectory by spearheading multiple acquisitions and expanded the company into the Australian market with the opening of a Melbourne office, says Grauman comes on board at a crucial juncture. “Not only has Lancom grown through acquisition and organically, but we’ve carefully looked at our market positioning and value proposition. Unusually for a Managed Services Provider, Lancom is also an accomplished ISV, and a proven software developer within the Microsoft and AWS ecosystems.” 

A further point of difference is its Saas Product Support division, applying its own experience to the benefit of ambitious software developers on both sides of the Tasman. “Through Product Support, we’re helping ISVs focus on developing software, while Lancom navigates the hyperscale ecosystems we know so well, taking the software developed by our clients to a global market. This is a key and unique value proposition offered by no other MSP. And Darryl’s appointment accelerates our ambitions in this arena.” 

With more than two decades in the technology industry, Grauman’s diverse experience includes executive positions with Axon Computer Systems, Gen-i where he was Head of Strategy and Architecture, and in distribution where at Westcon he served as VP of Cloud Strategy and VP of Cloud and Services APAC. In parallel, he has also served as a director of several software and technology firms. 

“Seeing technology from the product, distribution and customer perspectives has proven instrumental,” Grauman notes. “In particular, my experience at AWS stands out, seeing how ISVs and growing commercial businesses work within the ecosystem to develop, go to market and find customers. Prior to that, distribution was somewhat similar, in terms of what’s required for channel enablement, creating the conditions in which resellers can meet the market and thrive.” 

He says Lancom Technology offers a unique and compelling value proposition which enables potential global scale for the Auckland-headquartered company. “There are very few organisations doing what Lancom does; those that have the deep cloud, managed services and software development capabilities are typically at scale and weighed down by excessive costs and bureaucracy, and therefore unable to meet the needs of agile and fast-moving trans-Tasman businesses. And, importantly, Lancom is allied with both AWS and Microsoft, two essential ecosystems for building the business.” 

As Head of Revenue, Grauman says his primary focus will be assisting ISVs technically and with their go-to-market on these hyperscale platforms, with his international experience enhancing the already accomplished Lancom senior leadership team. “It’s an exciting time. Lancom Technology has established itself as a competent and capable organisation – now, we’re going to be super disruptive delivering a range of services few can match.”