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The new channel program represents Unisys’s first official foray into partner-led sales, though some level of informal channel collaboration has been in place for some time.
Unisys has developed a variety of software assets over the years, and success with the Stealth/channel initiative is expected to lead to an expansion of products to be made available through indirect sales. The program includes both sales and technical training, as well as technical materials, marketing resources, demo resources, and access to the Unisys engineering team to support troubleshooting and to gather information for future enhancements.
To lead the new channel initiative, Unisys has hired industry veteran Tom Zorn as vice president, software channels. Zorn has more than 25 years of experience with indirect sales strategies. He co-founded Alternative Technology, a distributor of security, networking and virtualization products, which was later acquired by Arrow Electronics.
Zorn will be joined by software channel director John Stubbs, who previously served as vice president of business development strategies at Arrow Electronics, after working with Zorn at Alternative Technology.