Eaton: Partners Can Increase Sales Three-Fold With Software And Services

2015 was a down year for data center power management, but with adjustments to Eaton's channel program Vice President Curtiz Gangi is bullish on 2016.

Gangi told CRNtv that the sales loss felt by partners in 2015 was largely due to end-user transitions to the cloud, and the company this year aims to turn that around by rolling out new opportunities.

’We feel that we need to expand the portfolio offering for partners. We see partners transitioning into managed services, so we’re going to be coming out this year with managed services offerings, starting with our software,’ Gangi said.

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He cited Eaton’s strong partnerships with virtualization vendors and said that with software and services in the expanded portfolio partners will be able to triple their sales.

’So you’re looking at going from a $1,500 sale to potentially a $6,000 sale,’ he said.

Eaton will also use 2016 to explore the opportunities for recurring revenue around business continuity and risk management services in hardware.