Overland Gets New Channel Chief

Cazaubon, who served as Asia-Pacific vice president since joining Overland in 2000, was promoted to vice president of worldwide sales, making him responsible for the San Diego-based company's global channel and OEM sales.

He replaces George Karabatsos, who left Overland a couple of weeks ago. Karabatsos joined Overland last August after a stint with StorageTek, where he was vice president of reseller channel sales and marketing.

John Zammett, president of HorizonTek, a Huntington, N.Y.-based Overland partner, praised the storage vendor's choice of Cazaubon to head sales. "I'm very, very happy that Overland promoted from within and chose the best person for the position," Zammett said. "As a channel partner, I believe he will take Overland in the right direction."

Cazaubon's experience in the Asia-Pacific region will serve him well as he directs channel sales, according to Zammett. "He understands the channel, understands what motivates us," he said. "Most important, I feel that he won't do things that will de-motivate the channel."

No major changes are in store for Overland's U.S. channel, Cazaubon said. "Our product line is transitioning from tape products to full solutions," he said. "We are asking our VARs to become more solution-oriented. So we don't see any changes."

However, Cazaubon said Overland expects to work less and less with partners that push boxes and more with those who pitch solutions to their customers. "I will be working with the U.S. channel team to make any changes," he said. "But I'm not a micromanager."

Though Cazaubon said it's is too early to discuss a new vision for Overland's channel, he noted that he has years of experience in the Overland channel and with companies in the telecom space.

"I reward loyalty," he said. "I want to set up the channel so that everybody makes money. There's less margin in hardware. VARs need to sell more solutions to make more money, and those that have stood by us over the years will be rewarded."

Cazaubon's first task, though, is to find a place to live. He has been in Singapore since 2000 and only a couple of months ago sold his home in San Diego.