Spanning Cloud Apps Inc., a provider of backup and recovery applications for Google Apps and Salesforce.com, is expanding its partner channel with the goal of boosting company sales and it’s doing so with the help of recently hired Garrett Jones, the former vice president of global channel operations at Symantec.
In his new position as vice president of sales at Spanning Cloud Apps, Jones, hired late last month, is responsible for top-line revenue including channel sales. While not technically channel chief at Spanning, he has the most channel pedigree at the company and is responsible for building and developing new elements of Spanning’s multi-channel sales efforts as well as building programs and processes to increase sales, he said. Spanning has 45 employees based in Austin, Texas, and 3,500 customers worldwide.
The vendor, founded in 2010, is moving full force ahead with a channel-first sales strategy, according to Jeff Erramouspe, CEO at Spanning Cloud Apps. The vendor officially launched the Spanning Authorized Resellers Program in May 2013.
“Our belief is that the channel is closest to the customer and our partners are whom customers rely on for support, advice and guidance,” he said, adding that Spanning Cloud Apps can grow its business faster with partners.
Today, the company has about 200 partners worldwide, including large resellers, systems integrators and smaller traditional VARs. Forty percent of company revenue is generated overseas. About 10% of Spanning partners are building managed services around the company’s products.
With the launch in July 2013 of the Spanning Authorized Reseller Console, designed to give partners control and visibility over a customer’s backup services from a single site, partners who sell Google Apps to a customer, for example, can perform restores for them, ensure that backups are happening correctly and can notify the customer if any files are corrupted, Jones said.
“There’s all kinds of value that partners can deliver around the console,” he said, adding that value-added services increase the average revenue per user, increase customer stickiness and build recurring revenue.
Spanning is reviewing its current partner program with plans, for example, to make improvements in how it rewards partners; improve its on-boarding process; add new demand generation tools; add new enablement tools for Spanning Backup for Salesforce, announced in November 2013; and review the partner program tier levels and margin benefits.
Expect to hear more about upgrades to the Spanning Authorized Reseller Program in the second half of the year, according to Jones.