Carbonite: take the Company to the next level -
Jessica Couto is vice president of channel sales in the United States and Marketing based in Boston Carbonite Inc. She recently spoke with Michael Siggins, publisher of Channelpro-SMB , about what lies ahead for partners and society. This is an excerpt of the interview published
Channelpro-SMB :. Where do you see the opportunity for your partner this year?
Jessica Couto: We certainly see Carbonite mounting well with our partners and resellers for a couple of different areas. [For] very small businesses, we find that statistically many of them are still using tape backup or even drive external devices for backup. And which may or may not solve all their problems in [the] event of disaster recovery or even [a ransomware Trojan like] cryptolocker. So [there’s] great opportunity around disaster recovery.
hybrid backup is another great thing. Customers want something accessible to [premises], then [data is] Quick to restore. And then sometimes having that available in the cloud as another backup. And it is obvious that the ability to scale when our partners sell equipment. And if you're already selling hardware, add a server backup Carbonite since we support all the servers in different capacities and sizes. There is another potential revenue for our partners.`
Channelpro-SMB :? How partners can educate their small customers who think they do not need disaster recovery
Couto: I like talking real comparisons. Every time you get on a plane, you see the strategies and exit policies, and hopefully never have to use those in which we fly. However, it's better politics to know where those output [s] are because you can not know what will happen. There is no notice.
Whether a natural disaster or human disaster or cyber disaster, it is hard to feel like you're going to be a victim, but it happens. And we are seeing a ton of this very small business, SOHO, all the way to the small size of 20ish employees, opening [CryptoLocker] in the email. It is an innocent human reaction to click the link, and then before you know that you are held ransom to recover your data.
So there is a lot of potential [for partners]. The message to customers is taking on a human level. Talk about exit strategies on a plane or a fire drill outlet in your home or on your car insurance. You have these things in place as a policy, not that we expect for you to use, but it is there for when the disaster will eventually come
Channelpro-SMB :. How have you any advice to your partners on the continuation of mobile threats and BYOD as an opportunity as
Couto :? This is a great conversation to have with our partners as we bring more in mobile devices and bring your own devices, while this convenience, it also introduces risk. It is something that is difficult to control, but you want to give your employees the flexibility to work in an environment they are comfortable. Bring your own device introduces the risk that you are just not able to forecast or predict.
The message is to have a security posture that will help you plan for anything that might occur while producing an environment that is comfortable for your end users and adaptable to today's society . So having a backup of your server that is holding your client database, or your financial information, or past bills, or tax information. All that is essential to this company and has returned to this question to ask your client, "If you were to lose this right here, what does it cost you?" ... And when you really get down to the fundamental question- what those costs would it starts to open the doors for conversation around disaster recovery, hybrid backup, having something quickly accessible in safely and quickly if something were to happen.
Channelpro-SMB: Could you share some of your thoughts on IoT. Are you looking for some growth areas for partners, such as the different verticals
Couto: Internet of things is certainly the big buzzword of the year, and that includes anything with an IP address. This is another avenue of attack or manipulated safety data, taken, erased or damaged. So you have to think of every angle he could come in and affect you while you're, again, provided convenience.
The avenue for our partners is certainly about to add Carbonite backup server hardware you sell. Carbonite does a fantastic job with simplicity and be affordable in the SOHO / / space very low consumption business, and with the acquisition of EVault we will develop in the enterprise space upper midmarket. And this is a value proposition for our partners as we continue to penetrate different markets.
In addition, we focus heavily on health care, law firms, financial institutions- [businesses] who must have a secure, protected, compliant environment. And this is something that we will certainly continue to move forward with all our products and devices with our acquisitions and
Channelpro-SMB :. In addition to products and solutions, what are the other benefits of being a partner Carbonite
Couto :? We are in the midst of redesigning our entire partnership program. We will make something in the near future. And this program is designed to make it much easier to work with us. It is simple, it is high margin, it rewards our partners to highlight companies. It will also help protect against renewals. That's something we really want to emphasize is the company our partners are with us. We also continue to invest in products and solutions, so a new partner portal, a portal spiff, rolling promotions and discounts to help our customers increase some of their sales.
We will drive all new training for our partners around the line EVault [and] Carbonite online, and make those available on the Internet. We will update much of our guarantee to be focused by segment, so the health care, law firm, financial, K-12, things like that. We are super excited now deploy new programs, new tools, new training, new empowerment, new programs, new spiffs, brand new to the market and our partners are a large margin.
You 're going to see a lot of changes from Carbonite this year. We hired all new managers, some of the very experienced staff. Chris Doggett [senior vice president of global sales], which comes from Kaspersky is very well known in the channel industry. Paul Mellinger comes from IBM. He'll be running our EVault division during the transition phase. Our new SVP of Marketing [Norman Guadagno] also has a very strong brand experience and exercises around that.
So we're very excited. We have new [a] range of products, new ideas, new visions to take the business to the next level.
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