3 Questions: Gary Brand

CRN:

FrontRange has changed directions to focus on increasing channel sales, including luring you from Network Associates. Why the change?

BRAND: The new management team recognizes that the only way to achieve the type of leverage and penetration in the market that they want is with the partner community. There is no way we can do it alone.

CRN: FrontRange hasn’t always been that partner-friendly. Why should VARs believe that the company’s new channel focus will stick?

BRAND:: We will be consistent in our programs and in our support of the partner community. The schizophrenia they’ve had over the years toward the partner community has been significant. There’s no question about it. It’s all going to come down to consistency: how we deal with the partners day in and day out, the type of support we provide them. At the end of the day, we have to generate more opportunities for their business and better revenues and better margins. The only way we’ll convince them is over time. A year ago, about 50 percent of our business went through the partner community. We finished out the year in June with better than 75 percent going through the partner community.

CRN: Do you need more partners?

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BRAND: Yes, our geographic coverage isn’t what it needs to be, so we are looking in specific regions. Also, as we bring on new technologies such as remote asset management and remote compliance, we need to look at other kinds of partners.