Bull`s Eye Awards: Channel Account Manager of the Year

  • By

    Lawrence Walsh

    | Posted 2009-12-17



Frank Gurnee and Brian Freistat, ARRC Technologies
Hardware as a service (HaaS) isn’t a completely unknown business model, but it’s certainly one of the managed service offerings that have puzzled solution providers. Where ARRC has taken much of the pain and mystery out of HaaS with its CharTec program, its channel account managers Frank Gurnee and Brian Freistat are the dynamic duo that makes HaaS accessible and understandable to solution providers.

Gurnee and Freistat have earned the respect and loyalty of ARRC partners for providing them with the training, materials and access required to make the HaaS managed services model work and profitable. Partners praise the pair for their tireless work in preaching the HaaS mantra to the masses while providing individual level care and support. Their contributions span the gamut of enablement to troubleshooting. When something goes wrong in the middle of the night, partners know they can call Gurnee and Freistat.

Here’s a sampling of what ARRC partners had to say about this dynamic duo.

"Frank and Brian have shown their ongoing commitment and support to the continued growth and success of their partners. Their continued high-quality interaction and timely response is critical to the ongoing success of their partners."

"Frank and Brian have been instrumental in sharing their wealth of experience and sales knowledge while rolling our Managed Service offering. They have both helped tremendously to help overcome objections."

"Frank and Brian have done an outstanding job of taking care of me and my business from a Channel perspective. If anything ever goes wrong, Frank and Brian are the guys I turn to!"

It’s hard to fake that kind of satisfaction and loyalty. Gurnee's and Freistat’s dedication and commitment to their partners is evident, and they are setting a new standard for fostering and maintaining strong partner relationships. And this makes Gurnee and Freistat more than worthy of the Channel Insider Challenger Bull’s Eye Award for Channel Account Manager of the Year.

Lawrence Walsh Lawrence Walsh is editor of Baseline magazine, overseeing print and online editorial content and the strategic direction of the publication. He is also a regular columnist for Ziff Davis Enterprise's Channel Insider. Mr. Walsh is well versed in IT technology and issues, and he is an expert in IT security technologies and policies, managed services, business intelligence software and IT reseller channels. An award-winning journalist, Mr. Walsh has served as editor of CMP Technology's VARBusiness and GovernmentVAR magazines, and TechTarget's Information Security magazine. He has written hundreds of articles, analyses and commentaries on the development of reseller businesses, the IT marketplace and managed services, as well as information security policy, strategy and technology. Prior to his magazine career, Mr. Walsh was a newspaper editor and reporter, having held editorial positions at the Boston Globe, MetroWest Daily News, Brockton Enterprise and Community Newspaper Company.

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