Pivot3 expands services to integrators

Following profitable year, storage provider restructures sales, offers IT consultations
 - 
Friday, December 7, 2012

AUSTIN, Texas—As it moves into its 10th year in business, serverless storage provider Pivot3 has restructured its sales force and added new services for integrators.

“We’re expanding [sales] coverage worldwide and also getting a lot of structure around the selling effort,” Lee Caswell, Pivot3 chief strategy officer, told Security Systems News.

Curt Wittich has been promoted to VP of worldwide sales and will manage all of Pivot3’s sales and engineering efforts. New hires include Kevin Brooks, global partner and ecosystem development manager; Keith Zeber, director of sales, Western region; Steve Bowcut, regional sales manager, California; and Michael Brown, Southwest regional sales manager.

In addition to Pivot3’s suite of add-on services (technology training, warranties and technical support), Caswell said that Paul Kaeley, VP and general manager of services, is now offering more consultation for integrators to help them advise end users on IT-specific questions, such as “integrating a monitoring system, disk failure or any network performance issue.”

End users and integrators have been looking for this kind of assistance “and we’re in a unique architectural spot to provide advice and help,” Caswell explained.

Pivot3’s three largest vertical markets are transportation, government and gaming, but it also does work in retail, education and health care. Those three sectors are less likely to have a separate network dedicated to security, Caswell said. Pivot3 can provide insight in cases where there are more “joint management points” between security and IT, he said.

At this point, Pivot3’s IT assistance is “deal-specific.” Depending on how this program progresses, Pivot3 may look at defining service packages for integrators to resell, he said.

Momentum is good going into 2013, Caswell said. While he would not release revenue figures, he said the company had higher sales in the first three quarters of 2012 than it did in all of 2011.

“In 2013, we’re looking to scale across geographies, both in the U.S. and internationally,” Caswell said. “And to proliferate the value of virtualization.”