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Channel Success Stories: The SMB Market Case Study: KIS
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.