CloudBolt Software, a cloud management software company, has laid the foundation for its first channel partner program, launching with a handful of channel companies, including August Schell, Carahsoft, CDW, ePlus, HPM Networks, pureIntegration and Riverturn.
"We had done a couple of deals here and there with some of [our current] partners, but we hadn't put a program in place. They were one-off deals. So now we've formalized all that," said Jon Mittlehauser, CEO of CloudBolt, headquartered in Campbell, Calif.
Mittlehauser said he believes the company's cloud management software has attained solid footing in the enterprise marketplace over the past year. Now, CloudBolt aims to scale up the business and build relationships with new channel partners.
"We've hit the scale internally where we can support partners. Obviously, when you're first starting out, you're trying to figure out how to sell it yourself. Now we understand how to sell it ourselves, and we're trying to do a force-multiplying effect," he said.
CloudBolt currently has a partner portal, basic deal registration, sales and marketing support, and joint marketing and demand generation programs for its partners. Going forward, Mittlehauser said CloudBolt will work with its partners to find out what else they need to close sales.
"We would welcome new partners at the quality that we already have. We're not just looking to sign up partners for the sake of signing up partners," he said, adding that he would like to grow CloudBolt's channel from seven partners to about 15 by the end of the year.
CloudBolt also plans to push its cloud management software into new geographical markets this year. "Today, we're only covering the U.S. We will be expanding internationally, and that is something where we'll almost certainly be doing that through channel partners," he said.
Guidance Software hires new channel chief
Guidance Software, the makers of EnCase digital investigation software, has hired Scott Skidmore as its vice president of global channel sales. In his new role, Skidmore will be responsible for expanding Guidance's channel operations, investments and programs.
Skidmore joins Guidance from Permabit Technology, where he built out an early-stage channel as vice president of worldwide sales. Before that, he worked as a channel chief at CommVault, helping the company transition its go-to-market strategy from direct to indirect sales.
He said Guidance Software, like CommVault, is a direct sales organization looking to become a channel organization. Guidance currently has the foundation of a channel program in place and "the commitment from the highest levels of the organization to be a world-class channel organization." The company would ultimately like to do 90% of its business through the channel.
"We have a lot of work to do, and I'm very excited about putting the structure and the enablement mechanisms in place to ensure that we've got the most profitable partners in the industry," Skidmore said. "The main change that I want to see nine months from now is that when I have an advisory council meeting ... I want them to be able to tell me, 'Hey, Scott, you've got a really lucrative partner program for us, we're really proud to be part of it and we really feel we can make money with you guys.'"
Skidmore will be reporting directly to Guidance's CEO, Patrick Dennis.
More IT channel news
Highlights from the week of Jan. 18:
- Cloud communications vendor RingCentral signed a distribution agreement with distributor Westcon-Comstor. Under the agreement, Westcon-Comstor will distribute RingCentral's cloud communications products through its U.S. channel partners.
- Security vendor EiQ Networks said it is looking to grow its channel after closing $9.55 million in a Series C financing round. The financing round was led by growth equity firm Arrowroot Capital.
- AlienVault, a provider of unified security management and crowdsourced intelligence, hired Anthony D'Angelo as its vice president of worldwide channel sales. D'Angelo will oversee the company's global channel strategy, and work with distributors and partners to identify new growth opportunities.
- Active cyberdefense company Armor has appointed Daniel Mannion as its vice president of channel. In his new role, Mannion will focus on developing the company's strategic partnerships. Mannion joins Armor from Microsoft, where he was senior director of independent software vendor strategy.
CloudBolt wins Modern Infrastructure's award for best private/hybrid cloud management product
Citrix appoints Kirill Tatarinov as its new CEO
IT monitoring software maker ScienceLogic launches channel program
Westcon-Comstor taps BeyondTrust software for distribution deal