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President Douglas Brockett On Taking StorageCraft Boldly Into The Midmarket

Douglas Brockett, who joined StorageCraft with its huge acquisition of Exablox, said his company still has huge MSP and SMB plays, but that growing partners are pulling it and its technology into the midrange and beyond.

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How did the StorageCraft channel change after the 2017 acquisition of Exablox? 

We are 100 percent built around this idea that we're going to enable the managed service provider. But oftentimes that managed service provider is becoming part of a larger product-centric business or even a larger MSP business. And so their needs are scaling up, and they can no longer focus exclusively on that small, small business end user. They need solutions that actually scale up and scale down.

And so we've gotta have a larger product portfolio that addresses these business models. And, frankly, each company on its own was going to have to put a bunch of R&D into doing that. Together, I think we're reacting to changes that are happening in the channel. And perhaps we've anticipated them a little bit. I'd like to say we're good. We're more likely lucky. But at least in retrospect, these themes seem predictable: that you'd see consolidation, you'd see the need to have broader solution sets. And clearly, mergers are the fastest ways to get those technologies done.

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