FalconStor Rebuilds Channel Program With New Teams, Terms And Opportunities


Chris Young, manager of advanced technology at Netrix, a Bannockburn, Ill.-based solution provider and longtime FalconStor partner, said he is pleased with FalconStor's new channel program direction.

"Last year, FalconStor lost their way," Young said. "They centralized channel operations and pulled back from supporting local teams. Partners like us lost some positive traction."

The changes FalconStor is now putting in place seem to be a real effort at rebuilding its channel, Young said.

"I'm in the show-me mode," he said. "But they're telling me they're putting more people in the field. This is important for us. Having a channel team in the field will help us get better in touch with customers. That's key for us."

Young said his company has a large engineering team but really needs support, marketing, and training for it to succeed with any vendor partner.

"I think FalconStor has a great product," he said. "If we didn't feel it was great, we wouldn't be engaged with them. There are 10 other vendors knocking on our door. We have to have a manufacturer making the investments with its partners. And from what I've seen, FalconStor is doing just that."

FalconStor's Balent said the company has turned the corner with its channel relationships.

"We're holding ourselves accountable to make sure we make the right investments in our partners," she said.

PUBLISHED JAN. 27, 2014