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Channel Leaders: Uptime Crucial To Keeping, Winning Customers

‘It all comes down to, customers want to mitigate against downtime. That's the number one cost in IT by far. We don't always talk about it that way,’ says Jeff Ready, CEO and co-founder of Scale Computing.

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Speeds And Feeds A Distant Second To Reliability

Whether it’s security issues or, hardware issues, when it comes to sales, customers only want to hear that their networks will be up and working and they don’t necessarily care how the IT professional they’ve hired manages that.

“What I tell our partners is lead with ‘We will keep the application up,’“ said Jeff Ready, CEO of Scale Computing. “All of the speeds and feeds and stuff that for decades we’ve all fallen into the trap of talking about, more and more, customers just don’t care … (The customer) doesn’t know the difference between an i9 processor and an i2 processor, but he does know if the application is down.”

Ready, along with Lenovo’s vice president of North American channel sales, Rob Cato, and Xerox’s vice president of U.S. channel sales, John Reilly, talked about changes afoot in the channel with regards to cloud, security, and channel conflict at The Channel Company’s 2019 Best of Breed (BoB) conference in Philadelphia. The panel was hosted by Bob Venero, president and CEO of Future Tech.

Click through the slideshow for more insights from Ready and Cato.

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