B2B Revenue Acceleration
B2B Revenue Acceleration

Episode · 2 years ago

49: 5 Keys to Evolving Your Channel Business in the Cloud Era w/ Timm Hoyt

ABOUT THIS EPISODE

Cloud may be a dream for developers & vendors. But for resellers, distributors, and customers, it can often represents unwanted change.

How can vendors of cloud products and services, and their channel partners, maximize their offerings and profitability in the cloud era?

That’s what we asked Timm Hoyt, VP of Global Partner Sales & Alliances at Druva.

On this episode we discuss cloud vendors, channel partners, margin models, overcoming change resistance, end-user experience, and more.

You were listening to be tob revenue acceleration, a podcast dedicated to helping software executives stay on the cutting edge of sales and marketing in their industry. Let's get into the show. Hi, welcome to be to be a revene acceleration. My name is audium hip and I'm up today with Tim hot, global VP. Bought knows and audiences are drove up. How are you doing today's team earlier doing great. Thanks for taking the time. Well, that's a pleasure and again today I keep on saying that for every single podcast, waste part because the team is doing a great job. will be talking about fantastic of fascinating topic, which is the evolving your channel or business in the cloud. Eram but before we go into the conversation team, would you mind introducing yourself, as well as your company, drew? Sure so, my name is Tim, point, part of through the leading the organization and respond for our Global Park. So those partners are made up of solution reselling and integrators as well as strategical, I warners, and help us ultimately deliver solutions that...

...are morphing customers and their cloud journey. What room it does we provide a platform for data protection and management for the cloud era. So we're one hundred percent built on top of a WS and and deliver. Are Offering as a service globally interm scalability, providing great realmcy and security for a customers data. Right, we think that the data is the number to answer any organization, one of the employees posy, followed by the data. So how customers protect that data and ultimately are able to use that data for information insight? What through is providing to customers together with our sluting channel partners? Well, that sounds fantastic and that's kind of a good link to my first question, because you probably because you use it every day, you know as well as me the value that the cloud can bring is absolutely huge interim of flexibility in term...

...of in time of costs, in time of efficiency, in term of custophoenership and and and ultimately we see a lot of prospect of I've been hearing a lot of lots of end user it kind of being called into moving too much short, too quickly to the clouds due to the security element or the security aspect and and potentially the risk of moving information to the cloud. But we also know that from a general perspective, it means you change, and I'm in the preparation of this podcast I did mention to you my personal experience of walking with with Microsoft and at the time one Microsoft was moving from an on premises to a cloud or trying to push cloud solution, and we saw a lot of presistance in the channel. Obvious prison because young premises model is is was a model that the used to the level and and change is difficult to operating small business story set all business, but also because of the value of the contract and and probably the bottners making more services on premises or the mystery...

...the problems making more profits delivering on premises services rather than pushing the cloud. So could you please show his audience how you've seen this channel revolution evolving over the last few years moving to the cloud? Yeah, really think it's a great kind of rewinding some history there. And mean, ultimately I think the most important lend is to look through is in the of the end user and what business outcome are being driven through the text back and even text backs, your may be, that is is being offered by vendors and opening the channel partner community right those the type of partners that we thrive with the most the ones that have the best interests of their end users in mind, not leading with what's the best interest of means channel, reason or, in my margin, my comfort zone. Right. So the beauty about what happens in our industry is that's constantly evolving and there's always new innovations that allow recently consulting partners...

...to help you uminate those new solutions or technologies for their customers because they know those customers business and understand the business outcomes that the customers trying to drive and then they are delivering the best offerings to help achieve those goals versus being a vendor reseller. So that's a very important I think deliation between the ecosystems out there in the small and even large resign community right cloud is just the next step in how customers business is evolving in the ultimately write the IT operations there to support that function and objective. Absolutely so I guess one of the what I'm hearing from your response size is ready to fight that depart now. Should not think about them sin, but they would think about the guy and use put them sid in the shoes of g and user and then, obviously I...

...dubbed the clouded embrace the cloud. But if you add any use OL advice for channel part also, it's basically at community that you probably meet, must be meeting on a daily basis to drive in the cloud era. What would that be? What would they be sure? I think first and foremost is is for that partner is to look what the core value prop is that they offer, and that can be on the business process, consulting, that can be technology experience ants, and then connect the dots around this cloud era and the digital transformation. What youth cases and what workloads are the most ripe for early adaptation and adoption by their customers, because you could be uniquely value lawt and and so if reselling communities is connecting those dots around where their course skill set is combined to where there's business outcomes to the customer, that's where I think good things happened. The partner ultimately is delivering a unique value to that...

...customer. For with you the trade is and it is in profitability for the value services. Any any true free market capitalism story. And so the place that drove operates and I think is interesting for the post years. Your listeners and certainly those parts of working with today is data protection and backup is not a new work right has been around for decades. What is new is the modern relation of customers infrastructure, where data reside, the applications and workflow and traditional backup and data protection offerings cannot scale for the cloud era and that's where I think the drewest story is uniquely valuable to our partners and, ultily, customers, because for our partners they may have decades and dozens of staff experience and back up and restore and information management, but you know, your offer is connecting those dots to the Modern World of clouds and that deployment, and...

...so there's a unique bridge we offer to many resellers that are in the market today. That makes perfect sense. I've got to as a question for your on the distribution mode also, as I'm almost to all agents know, there is there is one your model. Well, ven dog can walk directly with resellers and then on angels and users and there is a Tutia model. What you've got distribution. If I was to do a bit of a Cliche, but back in the days, who I would remember distribution being a big Waw. So we'd have pullets of potentary salvos and and fire walls and CD ROMS into boxes and all that sort of things. But obviously all that is gone now with the cloud. So what well do you see the the role of the distributor I evolving in the cloud era? So you have really interesting topic that is being shape literally as we speakers. Is A DISPU in the staff getting cloudier and you what we find is some of the core principles that have...

...made discucingiable of vendors like through verse still remain intact. Right. It may not be the warehouse in the supply artistics, as you mentioned, a traditional and premi hardware, but the axis in the bailability, the trusted network, a distitution has weird re selling partners and consulting partners that are vendor in the cloud here says may not have Y is one of the greatest, I think, assets and intellectual property, if you will, that distribution has off okay, and from an end use of standpoints, I'm just like a going a little bit of wrong from the reason I know that these free, but from an end use or standpoint, you see anything else that is brooking and us off from really moving to the clouds because, again, we know the benefits, the benefits of messive. You don't need to have a self room. You don't have the Eddech of running over that and and that's fantastic. If you can also sway the blue us or use a platform of the nature, it benef if it's a great now we still see people, we still see...

...the move is progressing, it's growing, but you see, or do you about anything? Stills not stopping but refraining and use of from fully embracing the kind of actually putting or dine future trying the cloud. I think a lot of it is oriented around things in it's even things, things often uncomfortable for us, are right and maybe you know less than right reasons. So I think operational we has play one of the biggest thought process you that any users are going how they transform and leverage clouds, what workloads make sense and why right. And then you know, there's the people's side of as well, the operators one right, but then the management and executive team is if there's a way to dramatically lower costs right, increase the experience and the value of the service and maybe reprovision the human capital onto more value knowledge worker efforts in...

...the IP organization versus maybe running some more month in tasks. That's brilliant. So I think modern modernization like the cloud is providing for certain workloads and data protection being examples. And so it's really, I think, organizations standing their own business, their own operating procedures, their own people in talents and skills, and that's a you know, certainly an area that a lot of our reselling consulting corners are highly engaged with being those consultants and helping and users see the force, the trees and that in that metaphor that says Christ thanks for showing that. That's what shot. That good for you. is been coming back to shut no businesses evolving in the cloud era. Could you pre show his Algin some six stories that you've seen for your carrier where you waitness that shift walking out very successfully? So I think you know, there's been a number of I think major and in my time in the IT market right at...

...a moving from main family client server, moving from physical servers the virtualized servers, moving spinning disc arrays into off last rays, and I think cloud is another major market movement and I'll go back to where I began. I think you know, the major successes from the channel community come when its partners are constantly innovating themselves and the same the core DNA of what they bring from a business value and with their technical competence. You and Johns are, and then looking around where there's places them to help modernize for their customers but also their own operation. And so you're being being thoughtful and adaptive. Is Super Important to all of this, because just because it's the what we've done for the past years doesn't mean it's the right same. Now, you think about the move physical service to virtualized service, or that was there was a great fear and paranoia on many way of the reseller community that hey, this is going...

...to greatly reduce my possibility, my revenue flow, because allows the customers to do more with the same asset, which ultimately and actually was quite different, and freed up the ton of new capital investment from T to go drive this virtualization and virtual bastion and spun off number of other ant Hilaria, you text acts and services off that these channel consulting partners ultimately had sustained long term profitability as a result of that so looking at cloud as another one of these tectonic plates kind of shifting. And then where are the spots for the partners to work with? Is is how we see the most innovative and, ultimately, I think, the most successful partners in our community showcasing that kind of behavior. I that's on. saw that well. Thanks for that. Tim At this age of the poodcast, what was as the seven question and we have lots of all adience who get in touch with geest, who post to the...

...conversation. Is Up to have a chat with you, an ast you of Smal question or potentially to speak about your company, drew. Now, drew, I could day them to accelerate or seq the journey to the clouds. So what's the best way to get in touch with your team? If any of our listener wants to, wants to to carry on the conversation with you, I appreciate that. It has certainly something we would would love to entertain. I mean the space for in here's a fifty billion dollars orus one market. Over, the pundits, the analysts and, most importantly, the customers are telling us that amount of third of that market is ripe and ready by two thousand and twenty to be point cloud made of the protection and management operation. That's right our sweet spot. So we are actively seeking the right type of partners to, I think, display and demonstrate some of the attitude side mentioned around, you know, thinking for the customer first, being consultative, which we'd love to engage there. The best way to them, for them to reach out, is probably just through an alias that will get to myself my team globally, who can then respond pretty quickly. That email is simply...

...partners thertn rs, truecom, druv A, partners of Ducom, is the best way for somebody that shows interest and follow up promptly from there. What team? Many things. Once again, eat was up, soucy Fundesta Tros, you on the show today. Thank you. Mail people, Clu. Thank you. operatics has redefined the meaning of revenue generation for technology companies worldwide. While the traditional concepts of building and managing inside sales teams inhouse has existed for many years, companies are struggling with a lack of focus, agility and scale required in today's fast and complex world of enterprise technology sales. See How operatics can help your company accelerate pipeline at operatics dotnet. You've been listening to be tob revenue acceleration. To ensure that you never miss an episode, subscribe to the show in your favorite podcast player. Thank you so much for listening.

Until next time.

In-Stream Audio Search

NEW

Search across all episodes within this podcast

Episodes (128)