Case Study: Seagate/Certance
Acquired by Quantum in 2004, Certance was a worldwide market leader providing the broadest range of tape backup products and data protection solutions with a commitment to innovative, cost-effective data protection for companies of all sizes.
Headquartered in Costa Mesa, California, Certance produced a full array of data protection solutions including LTO Ultrium, DDS/DAT, Travan tape technologies and DPA-disk based technologies including CP 3100 data protection solutions. With more than 12 million tape devices installed worldwide, the company designed, manufactured and marketed a wide range of solutions to meet the backup, restore and archive needs of virtually every platform from notebooks and PCs to enterprise servers.
Certance's parent firm, Seagate Technology, is the worldwide leader in the design, manufacturing and marketing of hard disk drives. Seagate sells hard drives primarily to major original equipment manufacturers, or OEMs, including Dell, EMC, Hewlett-Packard, IBM and Sun Microsystems. Seagate also has key relationships with major distributors, who sell the company's hard drive products to small OEMs, dealers, system integrators and retailers throughout most of the world.
Corrao Group's partners have provided sales, marketing, business development, and general management services to Certance for a more than four year period, including oversight of a new technology product line from inception to successful market introduction through business and sales channel development.
Key Responsibilities
- Business Development
- Sales (OEM, DMR, Channel - Domestic and EMEA)
- Operations (logistics, support)
- Marketing
Key Achievements
- Re-branded corporate and product lines from Seagate Tape to Certance Data Protection solutions
- Website, multimedia, collateral, partner kits, white papers, etc.
- Develop channel focus programs and recruitment for North America and EMEA partners
- Develop industry's first DDT 5.25" solution, CP 3100
- Sales support for key customers and sales partners in OEM and reseller channels
- Sales operations, product line management, and
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