New Toshiba Exec Promises Channel Program Change

Lumpkin, a 16-year channel veteran with stints at Ingram Micro, Synnex and Gates/Arrow, was appointed to the job last week.

He promised to improve Toshiba&s relationships with solution providers that were damaged after the company began building its direct sales force several years ago.

Lumpkin will manage Toshiba&s channel sales activities in distribution, reseller and direct segments and oversee its Preferred Partner program, the company said. He also is tasked with expanding Toshiba&s enterprise and channel presence and implementing a program for ISVs.

Brian Russell, vice president of sales at CTI Solutions, an Overland Park, Kan.-based solution provider, was encouraged to hear Toshiba wants to repair some damage. “The biggest issue is they don&t have as much margin for the channel as the competition,” he said.

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Toshiba needs to improve its adequate technical support, training and marketing programs for the channel, Lumpkin said, adding that he will look to re-engage lost Toshiba partners before recruiting new ones.