"Greg, having been successful in building Dell's channel, I'd have to believe he recognizes partners' value as much as anybody and will drive that through his teams," Serpico said. "The success of any channel program is based on partners finding opportunities, and on the OEM recognizing the value that partners bring. Greg is the guy who drove Dell's channel at a time when Dell's model was far more direct, and their attitude about it was far more direct than today. He's a channel guy, and that's encouraging."
Until now, FusionStorm has been a data center reseller, but in recent months, the firm has broadened its portfolio to include PCs. Serpico said despite his initial skepticism, that line of business is growing.
"We've got some nice opportunities, some small, some large," Serpico said. "It's about the opportunity to add value, and we're starting to appreciate how to do that. I'm not sure I bought into it before, but I'm seeing the connection between the client and the ability to move into the data center with the same customers."