Menu
Commvault prepares channel strategy

Commvault prepares channel strategy

CommVault says it is seeking a more independent relationship with its channel, moving away from 'heavy touch' engagements. Previously, CommVault had run around 1200 different SKUs for product pricing, creating a complex sales process that the vendor would typically have to be involved in. It has now rationalised that down to around 10 through its capacity license agreement (CLA) system, which Asia Pacific and Japan president Gerry Sillars hopes will reduce complexity for partners in customer engagement.

As new products come to market, the vendor will also introduce a new level of certification, which it will offer to its channel for free.

And, while the certification will essentially be necessary for partners, Sillars said he didn’t believe it would be seen as a detriment.

“The thing any vendor is looking for is commitment,” he says. "We understand that there’s the up-skilling process, and we work with partners to build roadmaps. “It’s about creating strength and depth in existing partners, and giving them the differentiation they need in the market.”

CommVault has around 230 partners in Australia and New Zealand, and is looking to recruit more.

The vendor has hired Australian-based country manager Bryan Stibbard to transition away from 'heavy touch' engagements, says Sillars.

He fills a role that Sillars was previously managing, but the vendor felt it was time to create a specific country manager role to better engage with partners and customers.

Stibbard was previously with Symantec, and also held a role at CA.


Follow Us

Join the newsletter!

Error: Please check your email address.

Tags commvault

Featured

Slideshows

A snapshot of the Kiwi partners set to shine at the Reseller News Awards

A snapshot of the Kiwi partners set to shine at the Reseller News Awards

With the 2017 Reseller News ICT Industry Awards only weeks away, Reseller News profiles the power line-up of partners set to dominate the biggest night on the channel calendar. ​Ranging from the enterprise, down through the mid-market and small business sectors into the heart of the start-up scene, the end result is the most diverse and wide-ranging partner line-up in the history of the Awards, playing host to the leading innovators of the past 12 months.​

A snapshot of the Kiwi partners set to shine at the Reseller News Awards
Channel celebrates as HP marks 50 years in NZ

Channel celebrates as HP marks 50 years in NZ

HP marked 50 years in New Zealand at an event in the vendor's Auckland's headquarters last night, with a host of key channel figures coming along to celebrate. Photos by HP.

Channel celebrates as HP marks 50 years in NZ
Show Comments