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Arcserve, StorageCraft Execs: A ‘Perfect Marriage’ Merger Will Unleash Recurring Revenue Opportunities For Partners

‘So we’re going to give our partners options, whether it’s perpetual licenses, subscriptions, soup du jour, whatever way they want to pivot. That’s part of our plan moving forward,’ says Arcserve CEO Tom Signorello who, along with StorageCraft President Douglas Brockett, talk with CRN exclusively about their plans for partners and more.

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A Merger Designed With The Channel In Mind

Arcserve, a developer of enterprise and midrange data protection technology, and StorageCraft, a developer of MSP-focused data protection technology, said Wednesday that they had signed a definitive agreement to merge. The deal, for which financial terms were not disclosed, will combine the two under the Arcserve brand and create a top five data protection software giant.

Tom Signorello, CEO of Eden Prairie, Minn.-based Arcserve, and Douglas Brockett, president of Draper, Utah-based StorageCraft, told CRN in an exclusive interview that the two companies have very complementary technologies and channel and customer focuses, giving channel partners of both big opportunities to cross-sell each other’s products and even take on new business models.

Most importantly, both companies have always been 100 percent channel-focused and plan to stay that way, said Signorello, who formerly was CEO of Toronto-based solution provider and MSP OnX Enterprise Solutions.

“We’ll always be 100 percent channel-focused moving forward,” he told CRN. “We’re both diametrically opposed to any channel conflict. You won’t see us moving into a direct sales motion. We think there are opportunities for us to really double down with the channel and invest more in sales and marketing where both of us wouldn’t have had the ability to do that stand-alone. Coming together, you’re going to see us get very aggressive in the marketplace from a growth standpoint.”

Signorello and Brockett vowed that the merger would mean new opportunities for channel partners. Here’s what they had to say on those opportunities and more.

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