10 Channel Advocates: Steve Chang, Trend Micro
“This is a full-bodied and personal relationship,” King said.
Advocate Accolade:
Company has almost tripled its VAR ranks to about 3,000 over the past year
As Trend Micro has broadened its profile with enterprise and commercial accounts, Chang has helped lead the channel charge.
Last year, the security company introduced virus scanning and detection at the network layer with Trend Micro Network VirusWall. Meanwhile, Chang empowered the Tokyo-based company’s North America president, Lane Bess, to drive recruitment of solution providers. In the third quarter ended Sept. 30, enterprise offerings, rather than its traditional consumer and client products, accounted for two-thirds of Trend Micro’s $143 million in revenue.
Chang was personally involved in deepening the company’s relationship with strategic partners, including Software Spectrum, a Garland, Texas-based software reseller.
Roger King, president of Software Spectrum, said his company approached the security vendor with some ideas surrounding its own push into higher-margin service activities, and Chang dedicated hours to the planning. “If he hadn’t been involved, it would have been too hard programmatically to get through the midlevel people,” he said.
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Meanwhile, Chang has also offered Software Spectrum ongoing advice on the Chinese market.