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In addition to partner recruitment, ADARA made another key move earlier in 2012: an exclusive two-tier distribution relationship with Tech Data, which can help evangelize the technology as well as gain ADARA some much needed market visibility with VARs and integrators beyond its immediate grasp.
"Optimizing the network is a little tricky, and any time it's new technology like this, it's confusing," said Tech Data's Tim Orselli, senior manager, government, health care and systems engineering. "ADARA actually sends in their engineers to help out with that at no charge. It's important they get the demos out there and everyone is visible so that people can see that this is working."
The connection between ADARA, Tech Data and many of ADARA's nascent partners is Alex Buonincontri, director of channel sales for ADARA's Eastern region. Buonincontri is a well-known channel presence, particularly in the New York area, for his 18 years at Tech Data, and after copping the distributor's Field Sales Rep of the Year award, decided in 2011 to make a change.
Buonincontri met Johnson following a presentation Johnson gave to Tech Data's field sales team in the third quarter of 2011. From there came a relationship and then Buonincontri's decision to join the company in February 2012.
"I made the move to ADARA because the company provided a great opportunity for me to bring solid SDN technology to the channel and support solution providers in bringing it to their end-user clients," Buonincontri told CRN. "I look forward to our future growth in the IT marketplace."
PUBLISHED NOV. 12, 2012