Quantum leverages a two-tier strategy with distributors and resellers.

Edward Gately, Senior News Editor

April 14, 2020

3 Min Read
Channel Chief Nameplate

Quantum‘s new global channel chief James Mundle says his experience as Veeam’s channel leader will come in handy when shaping partner strategy, programs and execution.

Last month, Quantum finalized its acquisition of ActiveScale object storage software from Western Digital. It also acquired source code from Atavium.

Mundle brings to Quantum more than 35 years of channel leadership experience. He most recently served as Veeam‘s vice president of worldwide channel programs.

Before that, the channel leader was global channel chief of Seagate’s cloud systems and solutions business. He also led HPE’s storage and industry standard services business in the Americas.


Quantum’s James Mundle

Mundle tells Channel Partners that Quantum leverages a two-tier strategy with distributors and resellers. It will continue to invest and leverage that model because it provides the “breadth and depth to reach our customers,” he said.

“Over 90% of Quantum’s business comes through the channel,” he said. “We’ll continue to focus on the existing data center business, as well as routes to market for areas such as video surveillance, and media and entertainment, which have unique dynamics and call for a specialized approach.”

Mundle will accelerate Quantum’s progression to new software-defined, hybrid and multicloud architectures.

“The issues the channel is facing aren’t just unique to Quantum,” he said. “You can see the entire industry is adapting to the emergence of cloud-based architectures, as well as subscription and as-a-service models. And there are implications for traditional resellers. As our offerings in these areas evolve, we’ll be investing in the capabilities and skill sets of partners to help them deliver maximum value for our mutual customers in a profitable and predictable way.”

Here’s our list of channel people on the move in March.

The Quantum Alliance Program recently launched a redesigned deal registration application.

“During my career, I have gained extensive experience in server, storage, networking and software, and also in cultivating multifaceted channel ecosystems including distributors, resellers, SIs, service providers and OEMs,” Mundle said. “I have always focused on how to build meaningful and relevant solutions that maximize the value to partners while delivering best-in-class solutions to our customers.”

A lot of thought goes into choosing the right routes to market, particularly as business models evolve, he said. For example, subscription-based models are more prevalent, he said.

“Those who continue to invest and develop adjunct new routes to market without creating additional channel conflict will be successful,” Mundle said. “I will leverage my prior knowledge to maximize Quantum’s opportunity with the partner community,”

“We depend on vendors who can help us efficiently meet the needs of our customers worldwide,” said Liz Davis, vice president of Diversified‘s media workflow group. “Quantum has demonstrated a commitment to innovation and understands the importance of creating a channel program that is easy to work with.”

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About the Author(s)

Edward Gately

Senior News Editor, Channel Futures

As news editor, Edward Gately covers cybersecurity, new channel programs and program changes, M&A and other IT channel trends. Prior to Informa, he spent 26 years as a newspaper journalist in Texas, Louisiana and Arizona.

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