Reed Computer Group has appointed its first vice-president of
global sales, in a bid to rake in more overseas advertising as part of a
wide-ranging sales shake-up.
Nitin Joshi, ad director of Reed’s flagship title, Computer Weekly, will
take on the role from 1 November.
The Reed Computer Group salesman, who has spent 20 years at the company,
will court advertisers in Europe but will spend most of his time in the
More than pounds 1 million of Computer Weekly’s ad revenue comes from
American clients such as IBM, Computer Associates and Network
Last year, Reed established a sales alliance with Boston-based publisher
IDG. The latter points international clients wanting to advertise in the
UK - a key European market - in Reed’s direction. In return, IDG
receives a cut of the sale.
Joshi is hoping to beef up international ad revenue by personally
pitching to existing and potential clients, either alone or alongside
senior sales representatives from IDG, which publishes its own UK title,
Joshi will not be directly replaced. Computer Weekly’s sales will be
overseen by a new corporate sales team created to service large clients
spending on the Enterprise portfolio of titles, which includes Business
& Technology and IBM Computer Today.
The new unit will be run by Richard Napier, the ex-ad director of
Electronics Weekly and Electronics World, and the former Computer Weekly
group advertising manager Richard Strom.
Reed is also creating two positions dealing with non-traditional
advertising, such as conference sponsorship. Glen Sullivan,
ex-advertising manager of IBM Computer Today has landed the role for the
Enterprise titles. The second post has yet to be filled.
Reed Computer Group’s publishing director Neil Stiles said: ’The global
IT sector has undergone considerable change in the last year.’
He added that advertisers now want ’simple ways to manage global brands’
and are demanding integrated advertising offerings and ’more than
straight advertising in the marketing mix’.