Commvault prepares channel strategy
- 28 September, 2010 22:00
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.