Channel Success Stories: The SMB Market Case Study: KIS
sponsored by Dell PartnerDirect and Intel

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.

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