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Eaton’s Curtiz Gangi On Power Management As A Service, ARC Victory

Eaton U.S. channel chief Curtiz Gangi recently spoke with CRN about the biggest opportunity in front of the Eaton’s partners, helping them through economic turbulence and the company’s win in CRN’s Annual Report Card awards.

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When you look back over the last year at either changes you made to the channel strategy or the product portfolio, what do you think made the biggest impact?

[There are] three really key factors of this: No. 1, we have upgraded some of our ‘more historical products,’ let’s put it that way, to be more relevant in the infrastructure needs of today, along with high-density rack PDUs and things of that nature. No. 2 is the fact that we have added two more software platforms that allow our partners to engage a wider customer base and an install base then they traditionally had been able to. And the third piece is we are now after 10 years of being in the channel—we’re still fairly young—we have a good base of partners that have strong capabilities along with a good install base of customers, and that’s allowed us now to finally deliver a more encompassing service portfolio to the market. And Jennifer, I know you’re going to ask this, as you guys always do, so I’m just going to preemptively strike you on it. What is that value to the partner? It’s about a compounded 30 growth on an existing customer base for Eaton, and that’s a big deal. Traditionally we would round out the solution on hardware and the software but now that we’re adding recurring revenue and services, it’s a really big deal.

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