FalconStor Names New Channel Chief

Even as FalconStor Software investigates alleged wrongdoings by its former CEO, the storage software specialist continues to march forward. Only a few weeks after announcing a managed services relationship with Hewlett-Packard, FalconStor is back in this news, this time disclosing that Brendan Kinkade is now VP of channel management and global alliances. In his new role, Kinkade will be overseeing FalconStor’s relationships with resellers of their disk protection solutions as well as alliances with other companies to increase their reach. Here’s the scoop.

In truth, this is less a promotion than an expansion, according to the press release: Kinkade’s previous role was merely as FalconStor VP of Global Alliances. Under his two-year tenure, FalconStor signed deals with companies like Nexsan (a company of which Kinkade is also a veteran), Tech Data, and and Bus-Tech.

The good news for channel partners is that Kinkade’s existing expertise in both storage in general and FalconStor’s offering in particular is sure to carry over, even if his business cards are a little different.

Kinkade spoke frankly with The VAR Guy, describing FalconStor incentive programs with other vendors like VMware, HDS and Symantec. Kinkade says FalconStor’s strong alliance with VMware has been paying partner dividends.

“It’s an exciting time for FalconStor and partners. Data protection and disaster recovery are red-hot top market segments [with] outstanding growth potential.”

Looking ahead, Kinkade says FalconStor will develop improved sales and marketing programs to expedite the sales process and simplify the entire order fulfillment process. Kinkade provided more tangible improvements too, like the oncoming implementation of a new partner advisory council and traditional enhancements to the partner portal. Watch for the improvements to arrive in early 2011.

“FalconStor has become so channel focused,” he added. “We’re easier than ever to do business with….we’ve got higher levels of profitability. We’re much better at this “game” and we’re only going to get better from here. [Our] solution bundles…provide real competitive differentiation.”

Still, FalconStor needs to resolve a lingering shadow over the company. Indeed the company remains the target of multiple investigations and class action lawsuits related to former CEO ReiJane Huai’s alleged financial wrongdoings.

Separately, The VAR Guy needs to check in with FalconStor VP of Sales Wendy Petty, who has been involved with FalconStor’s channel strategy. Will Petty work closely with Kinkade? The VAR Guy is checking.