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Quantum recruits sales heavy hitter

Marketing splits from sales

Internet Security Threat Report 2014

Quantum has recruited a heavy-hitting sales VP to cope better with the complex deals and extended sales cycles it is seeing.

Until now EVP Bill Britts had worldwide responsibility at Quantum for marketing, sales and services. He reported to the previous CEO, Rick Bellluzzo, and then to Jon Gacek when he took over the CEO position in April. A feature of Quantum's recent quarterly results has been the unexpected non-arrival of orders in a quarter with high-value and complex deals involving, for example, the high-end DXi deduplicating products.

Gacek decided he needed a more intense focus on this and other sales matters, and has recruited Ted Stinson to be SVP for worldwide sales. Stinson will report directly to Gacek, and comes from Symantec and Veritas where he has had relevant experience heading up a 200-person sales team selling data loss prevention, deduplication and archiving products.

Gacek said this about the appointment: "We are ... focusing greater attention on aligning our sales resources more effectively against our expanded opportunities, improving overall sales productivity and engaging more broadly and deeply with channel partners. With this in mind, I felt it was important to bring on a senior leader dedicated exclusively to managing our global sales team. Ted has a proven track record of success in driving revenue growth and creating channel velocity. In addition, he knows what it takes to win in the larger and more complex deals in which we're increasingly involved."

Bill Britts has been assigned a business development responsibility alongside the marketing and services roles he retains. It appears that Stinson will focus on DXi and the StorNext file-sharing and management software. ®

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