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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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You absolutely read my mind on that. So what about looking ahead, what should Eaton partners be on the lookout for?

From us, there’s no doubt that the way we feel about the next five years is that partners need to be able to have the capabilities to deliver power management as a service. It is time now that we have a software platform that is on a recurring renewal basis, monthly subscription or yearly subscription, and for the partner to be able to incorporate that into their managed services offering to their customers is going to be key for their success short-term and long-term in this market, and we’re going to help enable them. There is no doubt about it. There are specific competencies and capabilities that we have as an organization that we want to impart on the channel partners, and this is the perfect time for us to start doing that.

The second piece is, as everybody knows, software and services lead to business value. I think we all know what that is. So transforming from a capital expense to an operational expense and then moving into the customer success approach and the business value that the end customer is receiving from moving into power management as a managed service is going to be key for everybody moving forward. So keep on the lookout for what Eaton’s going to do around enablement and business value.

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