Xero looks to Dell US top gun to drive global sales

Software-as-a-service company Xero has appointed Dell senior vice president Andy Lark to its advisory board. Chief executive Rod Drury says Texas-based Lark –who runs Dell.com, the world’s largest e-commerce site, will open doors for Xero’s online accounting software.

Kiwi expatriate Mr Lark first made his name in the US during his time at Sun Microsystems where, in the early 2000s, he pioneered the concept of corporate blogging.

Today, Mr Lark is Dell’s global vice president of enterprise sales based in Austin, Texas where, among other duties he runs Dell.com, and Dell’s IdeaStorm blog.

“So far what we’ve really been doing is working on product,” says Mr Drury. “Now the big this is how do we market it globally. We thought: how’s a world-class marketer in our network?”

Mr Lark, a frequent return visitor to New Zealand to speak at events, was already in Mr Dury’s circle, and accepted the role offered on Xero’s advisory board.

“This lets us access his network in the US,” says Mr Drury. “Andy’s working with all the big channels. If he can open his Rolodex for us, that will be great.”

Xero has had a stream of positive news lately, including the signing of its 4000th customer, 50 days after its 3000th, expanding a partnership with Telecom to reach small business, and crucially, signing the three largest Australian banks – ANZ, National and CBA – as channel partners, mirroring the successful bank feed model in New Zealand. Xero’s first major marketing push across the Tasman will begin in June.

However, the market remains wary. Today Xero’s shares (NZX: ZRO) were trading around 70c, still well-off their 52-week high of 95c.