Egnyte's new channel leader aims to shift company to channel sales

Egnyte announced it has hired industry veteran Jeff Nollette, whose expertise will help accelerate channel-led sales, the company said.

Enterprise file-sharing vendor Egnyte Inc. announced today it has appointed Jeff Nollette as the company's new global channel leader. As vice president of channels, Egnyte said Nollette will spearhead the company's transition from a direct-sales model to a channel-led sales model. The vendor also announced enhancements to its partner program.

In selecting Nollette as its first channel chief, Egnyte went with an industry veteran whose channel experience includes stints at Netapp and, most recently, EMC, where he held the title of senior director of EMC's National Partner Program.

At Egnyte, Nollette reports to Steve Erbst, vice president of worldwide field operations.

"Egnyte is in a transition period, and I was brought on board to help accelerate our internal channel adoption and overall growth," Nollette said.

As the company's first vice president of channels, he is responsible for building a successful global channel business for Egnyte. "I'm building on and driving a plan for the channel that was put in place in January. That plan is to help enable Egnyte's enterprise file-sync-and-share platform to be a featured channel product; similar to what I did as a channel leader at NetApp and EMC," Nollette said.

According to Egnyte, while Nollette worked as EMC's national partner leader, partner revenue jumped from $750 million to $1.1 billion over a two-year period. Prior to EMC's acquisition of Isilon Systems, where he worked as channel sales manager, partner revenue increased from $40 million to $157 million in three years. During his time at NetApp, partner revenue grew from $23 million to $160 million in three years.

Egnyte is looking for similar success as it evolves into a more channel-centric organization. The vendor has worked with the channel, value-added resellers (VARs) and managed service providers (MSPs) for two years, but wouldn't comment on the current number of partners in its partner program. The company is actively recruiting new VARs and MSPs worldwide, according to Nollette.

His top goals for the year as channel leader: shift Egnyte's sales model from direct to channel sales; build the first certification-based channel program in the enterprise file-sync-and-share market; and build a channel business model that focuses on field alignment between partners and Egnyte's direct sales force and the success of partners while maintaining the integrity of the company's business model.

Egnyte's partner program will continue to have two separate tracts -- one for VARs and one for MSPs -- as the company tilts its sales focus from direct to indirect.

The enhanced VAR program will have two levels -- Associate and Elite -- based on partner commitment, performance and sales. The company's MSP program is tailored to meet the unique needs of service providers.

Benefits and tools for the new programs include:

  • Enhanced Partner Discount Structure: For file-sync-and-share solutions, partners can engage directly or through the Egnyte Reseller Portal where they can find resources to register deals and manage customer deployments.
  • New Partner Sales Kit: The new kit features partner tools for co-branded campaigns, an ROI calculator, customer sales presentations, partner sales battle cards and more.
  • Dedicated Customer Service, Training and Marketing Assistance: Partners are paired with dedicated Egnyte team members for help with prospecting, training and customer service, including tailored cold calling, search engine marketing, search engine optimization and consulting assistance. Other enablement includes webcasts, road shows and events.

According to Nollette, Elite partners receive all of the offered benefits. "VAR transactions tend to be more involved and typically more complex, so these partners receive a few more support resources than our typical MSP partners," he said.

Egnyte Inc.offers cloud, hybrid and on-premises file sharing.

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