Patrolling the Channel

Jun 28 2010   8:37PM GMT

How channel pros prepare for mergers and acquisitions

WHurley Billy Hurley Profile: WHurley

Given the various mergers and acquisitions that occur in the information security industry, I thought it’d be interesting to see how the M&A activity affects a partner.

Last week, I spoke with Victor Villegas, v.p. of business development and supplier alliances at Santa Clara, Calif.-based data security solutions company Computer Media Technologies (CMT) Inc. We talked about how his data security solutions company managed its relationships with vendors like Symantec Corp., VMware Inc. and NetApp Inc. when they made big moves with acquisitions.

I asked him a lot of questions, including:

  • What kinds of challenges do acquisitions present from a certification perspective?
  • Where do you need the most assistance from an acquiring or acquired vendor?
  • What’s the best way to make sure your support teams get up to speed on potential new technologies?
  • For a partner, where can acquisitions go wrong?

Let me know what you think.

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