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New Barco Channel Chief DeYoung On Pumping Up The Channel To Ride The Software Wave

Kurt DeYoung is tasked with helping move Barco from its roots as a collaboration hardware-focused company to a strategy that emphasizes software sold as a service and on a subscription basis.

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New Chief, New Vision

It's an eventful time for Barco. The Belgium-based collaboration hardware company named a new CEO, Jan De Witt, about two years ago, and more recently made Kurt DeYoung its vice president of channel sales.

As channel chief, DeYoung is tasked with helping move Barco from its roots as a hardware-focused company to a strategy that emphasizes software sold as a service and on a subscription basis. To do that, DeYoung will have to make changes to the way Barco approaches the channel, deepening its relationships with key partners and forging new relationships with solution providers hungry to tap into the rich vein of revenue in life-cycle management and services.

Over the next couple of years DeYoung's focus will be on increasing Barco's influence in the channel and convincing more partners to commit to the Barco program. To do that, he plans to roll out new portals and initiatives designed to clearly show the value Barco represents while providing partners with the tools and information they need to make hay in an increasingly competitive market.

DeYoung said the company will soon roll out a management appliance focused on its successful ClickShare wireless presentation device, which integrates seamlessly with collaboration software like Microsoft Skype for Business, Zoom and others. "That very much lends itself to the MSP environment where the integrator or the reseller also has this opportunity to layer in a layer of services," DeYoung said. "It gives those resellers an opportunity to leverage that as a service, to say we'll sign you up for a maintenance plan and once a quarter we'll make sure everything is up to the standards. We can identify units that are being actively used, and which ones are not being actively used. We see that more as a request as we get into larger enterprises where it's a national deployment."

What follows is an edited excerpt of CRN's conversation with DeYoung.

 
 
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