Carbonite Promotes New Channel Chief With Plans To Integrate Double-Take, Expand Programs

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Chuck Iten, western regional director at Productive, a Minneapolis-based service provider, said his company has looked at Carbonite in the past, but that vendor's focus on smaller businesses did not fit with Productive's midsized business customers.

Whitlock's experience while at Kaspersky, however, impressed Iten, and is making him take a second look at Carbonite.

"Jon did such a great job at Kaspersky," he said. "Kaspersky had a really tight marketing program, and did a lot to put partners first. Jon's promotion at Carbonite means Carbonite now really cares about the channel."

Ed Tatsch, president at ETS Networks, an Arden, N.C.-based solution provider, is another channel partner giving Carbonite a second glance as it continues to mature its channel program.

Tatsch told CRN that his company is excited about Carbonite's recent acquisition of Double-Take as a way to provide better disaster recovery services, which is an area where Carbonite had been relatively weak in the past.

Bringing in a new channel chief shows that Carbonite is focused on building its channel, Tatsch said. "It sounds exactly what needs to be done," he said. "I'm pleased to hear it."

Whitlock said Carbonite has so far this year moved to increase partner communications via regular newsletters, web-based meetings, and technical meetings, and that more changes are planned.

Carbonite plans to expand the opportunities provided by the company's incentive program, he said. He also plans to provide more programmatic opportunities for partners to do more with the company, including through-partner marketing activities, and will increase the alignment between the company's sales teams and partners, he said.


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