Reed revamps to boost global sales

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.

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

US.



More than pounds 1 million of Computer Weekly’s ad revenue comes from

American clients such as IBM, Computer Associates and Network

Association.



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,

Computer World.



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’.



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