New Toshiba Exec Promises Channel Program Change

Lumpkin, a 16-year channel veteran with stints at Ingram Micro, Synnex and Gates/Arrow, was appointed to the job last week.

He promised to improve Toshiba&s relationships with solution providers that were damaged after the company began building its direct sales force several years ago.

Lumpkin will manage Toshiba&s channel sales activities in distribution, reseller and direct segments and oversee its Preferred Partner program, the company said. He also is tasked with expanding Toshiba&s enterprise and channel presence and implementing a program for ISVs.

Brian Russell, vice president of sales at CTI Solutions, an Overland Park, Kan.-based solution provider, was encouraged to hear Toshiba wants to repair some damage. “The biggest issue is they don&t have as much margin for the channel as the competition,” he said.

Toshiba needs to improve its adequate technical support, training and marketing programs for the channel, Lumpkin said, adding that he will look to re-engage lost Toshiba partners before recruiting new ones.