Red-Hot CEO Shaun Maine: The State of the Channel in 2022
Shaun Maine, CEO of one of the world’s fastest growing channel partners, understands what mid-market customers need from the channel in 2022 and how to best partner with vendors as they grow to greater channel consolidation.
“Mid-market customers can buy hardware from anyone, but moving those workloads to the cloud is what they desperately need. Big companies have specialists for this and it’s all about cost for them, but middle market customers are like, “Please help me!” said Maine, CEO of Converge Technology Solutions, which has acquired 27 channel partners over the past five years.
Maine said Converge Technology Solutions’ successful acquisition strategy and growing skills are what vendors are looking for, helping fuel vendor-funded campaigns to win new customers in the multi-cloud era.
“We are a growth partner in the middle market, a segment where OEMs are not doing much. They sell very well directly to the Fortune 500, but they don’t do very well in the middle market. That’s where we can really help them,” Maine said.
Converge Technology Solutions has transformed through dozens of successful acquisitions and integrations that enable tremendous cross-selling opportunities. The solutions provider prides itself on its different approach to funneling mergers and acquisitions compared to the large private equity and financial firms currently pouring millions into the funnel.
“The strength of what we do lies in our relationships with our employees and our customers. Sometimes financial players come in from outside and try to buy these companies, and they blow them up, because they don’t understand the importance of these relationships,” Maine said.
The Canadian company rose from 450th on CRN’s 500 Solution Providers list in 2017 to 39th in the 2021 500 Solution Providers ranking.
In an interview with CRN, Maine explains why vendors want channel consolidation, private equity firms channel investment strategy and Converge Technology Solutions’ plan to grow sales by $1 billion a year.