Red-Hot CEO Shaun Maine: The State Of The Channel In 2022
Shaun Maine, CEO of one of the fastest-growing channel partners in the world, understands what mid-market customers need from the channel in 2022 and how to partner best with vendors as they push for more channel consolidation.
“Mid-market customers can buy hardware from anyone but moving those workloads to the cloud—that is what they desperately need. Large enterprises have specialists for that and it’s all about cost to them, but mid-market customers are like, ‘Please help me!’” said Maine, CEO of Converge Technology Solutions, who has acquired 27 channel partners over the past five years.
Maine said Converge Technology Solutions’ successful acquisitions strategy and growing skillsets is what vendors are looking for which is helping to fuel vendor-funded campaigns around winning new customers in the multi-cloud era.
“We are a growth partner in the mid-market which is a segment that the OEMs don’t do very much in. They sell direct to the Fortune 500 really well but they don’t do mid-market very well. This is where we really can help them out,” said Maine.
Converge Technology Solutions has transformed itself via dozens of acquisitions and successful integrations that enable massive cross-selling opportunities. The solution provider prides itself in its different approach to channel M&A compared to the large private equity and financial firms currently pouring millions into the channel.
“The whole strength of what we do is our people and customer relationships. Sometimes financial players come in from the outside and try to buy these companies, and they blow them up, because they don’t understand how important those relationships are,” said Maine.
The Canadian company has climbed from No. 450 on CRN’s Solution Provider 500 list in 2017 to ranking No. 39 on the 2021 Solution Provider 500.
In an interview with CRN, Maine talks about why vendors want channel consolidation, private equity firms channel investment strategy and Converge Technology Solutions’ plan to grow $1 billion in sales per year.