5 Final Insights from CompTIA ChannelCon 2018

His name is Brent McCarty, he’s a former vice president of global sales at distributor Ingram Micro Inc., and you’re looking at his photo.

“What we love about this is that the guy’s got a sales background,” says Cameron Tousley, partner community manager at the security vendor, whose North American headquarters are in San Diego. “He brings a lot of good experience.”

Not that ESET seems to need much help with sales at the moment. The day before McCarty officially stepped into his new role on Wednesday, the company revealed that its MSP revenue is up 46 percent so far in 2018. MSP partner recruitment, meanwhile, is up 40 percent year over year.

Tousley credits both accomplishments to steps the company began taking in 2015 to become friendlier to managed service providers, such as adding support for multi-tenancy to its products and adding a new channel assistance team to its partner program.

“Having a channel model’s not that complicated,” Tousley says. You just have to do some basic things really, really well.”