Eaton Vice President of U.S. Channels for Data Center Sales Curtiz Gangi recently spoke with CRN about how the company is helping its channel through the economic turbulence of the coronavirus pandemic, the opportunity for partners in power management as a service and the company’s win in the CRN 2020 Annual Report Card awards. What follows is an edited excerpt of the conversation.
Eaton has done a lot over the last few months to help its partners through the pandemic. What do you think has had the most impact?
So first of all, it’s us being present and communicating what’s going on at Eaton, what we’re seeing in the markets and how we can help partners take advantage of the available market that’s out there today. The next thing that I think channel partners are very well aware of—I know CRN has done a number of articles on this—but we have extended our software at no charge to the partners through November 1st, and I think that’s a big deal. We’ve got a lot of partners that are taking advantage of it. Here’s why: the power infrastructure typically is managed while there are on-prem resources to manage it. But now that folks aren’t going in the office and that infrastructure still needs to be up and running, our software can remotely manage—[and you can also] remotely install it—into the infrastructure. So between us being present, being collaborative, being communicative, it’s also that program around the software that’s helping tremendously.