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Quantum's CEO Discusses Q1 2012 Results - Earnings Call Transcript

Quantum (QTM)

Q1 2012 Earnings Call

July 27, 2011 5:00 pm ET

Executives

Jon Gacek - Chief Executive Officer, President and Chief Operating Officer

Linda Breard - Chief Financial Officer, Chief Accounting Officer, Senior Vice President of Finance, IT and Facilities

Shawn Hall - Senior Vice President, General Counsel and Secretary

Analysts

Brian Marshall - Gleacher & Company, Inc.

Shebly Seyrafi - FBN Securities, Inc.

Brian Freed - Wunderlich Securities Inc.

Alex Kurtz - Sterne Agee & Leach Inc.

Glenn Hanus - Needham & Company, LLC

Chad Bennett - Northland Securities Inc.

Eric Martinuzzi - Craig-Hallum Capital Group LLC

Presentation

Question-and-Answer Session

Jon Gacek

Yes, let me give you -- tell you a little bit of the problem that you're articulating, and then I'll tell you what we're doing. I mean, those channel partners that you're talking to generally are very technically and business tied into the product and to Quantum. So they're probably a NetApp primary disc reseller. Then maybe they used to sell data domain, and now they don't. They understand deduplication. They can deal with complex products. And we have, say, 50 of those kind of partners around the world. Well, we sell a lot of products through partners that are less -- that have less technical capability and are less business-aligned. And our midrange product, for example, was having 2 different platforms and having different configurations, and having to understand all that, it just makes it harder. And I think one of the things that's going to help with the channel will be this new product. We've been out talking to partners. There's going to be a -- there's hopefully still a lot of press coverage today. There's a lot of industry briefings over the last couple of weeks, and we've gotten, very, very good responses. So one of the biggest things is product. The second thing is this just-ongoing training around messaging and how to sell it, how to size it, what to do. We're putting on -- we have a bunch of online training and sizing tools that are coming up, and I believe here shortly is an hour or yet for some people. And then it's our team working tightly with those partners. So I can't tell you the exact progress. I know more are trained. I've been out talking to channel partners, as has Ted. I think we're on the right track. Our think our message is right. I think people like this product. We're going to just keep working at things that are working at other places.

Chad Bennett - Northland Securities Inc.

Okay. I mean, is it safe to say -- because you obviously made some changes when you took over in terms of kind of the structure of sales, and now you've added Ted. I mean, are we making any more dramatic changes in kind of composition of sales or structure, organizational structure in support of sales? Any of that going to happen? And if it's not, do you think the changes that you implemented -- it's just we're still early to see, kind of reap those benefits?

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