Sales were strong for Eaton and many of its partners when March arrived this year. Then came COVID-19, lockdown orders, a dizzying plunge in economic activity, and an abrupt drop in IT infrastructure investments.
“Everything went to a halt,” Tardy says.
At last, however, there’s some light at the end of that grim tunnel. “It’s getting better,” Tardy reports. “We see the market coming back. We see customers now being open to discussing new solutions, new projects, growth opportunities.”
Getting partners through the terrible months behind us to the better ones starting to emerge is a big part of what Eaton’s been up to this year. Back when the pandemic first struck, Tardy recalls, Eaton realized that the plans it entered the year with were suddenly irrelevant.
“Everything was based on how can we grow the business, and that was no longer the issue,” he says. “Cash flow was becoming your biggest issue as resellers.”
To address that issue, Eaton introduced extended payment terms and suspended subscription charges for Visual Power Manager Essential, a simplified version of the company’s Visual Power Manager (VPM) remote administration tool that happened to reach market just as the coronavirus pandemic reached high gear. Handing out free licenses to the system has helped partners keep power gear in off-limits facilities operational from afar.
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