Nth Generation Computing
Published for the Week Of November 1, 2004
Over the past 10 years, Rich Baldwin has been emphasizing storage. “We’ve been doing this since modular arrays first came into being,” said Baldwin, CEO of Nth Generation Computing.
The company’s storage sales grew almost 20 percent to $20 million in 2003 from $17 million in 2002, and storage represents from 50 percent to 65 percent of its business.
Even though the company has integrated almost 400 enterprise-class SANs in the past five years, he believes the future is in smaller businesses. “The most profitable part of the business right now is in storage services, since hardware prices have come down,” Baldwin said. “The storage industry has moved downmarket into SMBs.”
That doesn’t mean Nth will skimp on customer service or support for that market.
“When you’re in a pinch and you need something right away, they will deliver. It doesn’t get any better than that,” said John Minteer, vice president of IT at Cubic, an Nth customer that provides combat training simulations and engineering and technical support for the defense industry. “I’ve worked with them for six or seven years, and I’ve never had a bad experience,” he said. “We work with a lot of VARs, and Nth is always at the top of my list.”
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Baldwin plans to continue Nth’s growth by partnering with other VARs. “We are looking at ways to partner with other resellers that take a different approach to solutions, or that don’t have the same type of expertise,” he said.