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Channel Success Stories: The SMB Market Case Study: KIS

Cover

For KIS, success in serving the small to medium size business market, comes down to getting to know the customer and finding the right solution from a core group of trusted vendors. "We find the customer's pain point," says COO John Marciano. "It's about credibility, rapport and relationship - you have to earn your stripes." KIS, which stands for Keep IT Simple, has certainly earned its stripes through the years, growing to about $25 million in annual sales with about 45 employees. Its "sweet spot" is in selling to small and medium-sized businesses, and it has identified some key trends that are helping to drive this market. They include: Data Consolidation and Management; Green IT; Virtualization; Security and Unified Communications.

This Channel Success Story will give you insight into how KIS is addressing these issues and "earning its stripes" in the SMB market.

Speaker

John Marciano Chief Operating Officer, Director of Sales, KIS John Marciano is the Chief Operating Officer and Director of Sales for KIS. He has over 25 years of experience in sales, management and business development. John oversees all aspects of KIS's business operations and corporate direction. Prior to joining KIS, he owned and operated Total Corporate Services in Campbell, California in 1989 specializing in Custom Configuration, onsite and depot service, Network Installation, Desktop Support, Design and Consultation IT Architecture Design.
Vendor:
Dell PartnerDirect and Intel
Posted:
15 Dec 2008
Premiered:
Dec 15, 2008, 09:00 EST (14:00 GMT)
Format:
Audio
Type:
Podcast
Language:
English

This resource is no longer available.