Steve Matheson, CommVault

Channel Chief Name	Steve Matheson
Channel Chief Title	VP Channel Sales - Americas
Company and Division	CommVault
Markets Served:	Storage
Company's overall 2007 revenue:	$151.1 million
Percentage of revenue from solution providers:	79%
Number of years with the company:	1.5
Number of years involved with indirect sales:	20+
Number of employees in channel organization:	11
To whom do you report in your organization?	Ron Miller, VP of Sales for CommVault in the Americas
Does that individual report to your CEO/president?	Yes
Describe your channel organization's major accomplishments over the past year:	1. Making CommVault easier to do business with by utilizing distribution to provide our resellers better operational, field marketing and financial services than would be available from a company the size of CommVault; 2. Providing a superior and differentiated Channel program that rewards and incents our reseller community on the full investment they make in CommVault, in areas such as field-level events, reseller council, certifications training. This included allowing all resellers, at any membership level, to participate in selling CommVault maintenance support renewals. 3.Attracting Arrow and defining, transitioning and running a successful distributor-based channel organization for the first time at CommVault 4. Growth of the channel revenue by ~35% YoY in the period, which is significantly higher than the market growth of ~9% YoY ,5. Development and introduction of channel-focused incentive programs and communications, including channel accreditation , 6. Rolled out in Oct 07, 100+ channel teams have successfully completed the training to date
List up to 10 of your top products sold through the channel:	• CommVault Simpana Galaxy Backup and Recovery software • CommVault Simpana Agents for Backup of Microsoft Exchange • CommVault Simpana Agents for Backup of Microsoft SQL Server • CommVault Simpana Agents for Backup of Microsoft SharePoint • CommVault Simpana Agents for Backup of Oracle • CommVault Simpana Advanced Features • CommVault Simpana Archive software • CommVault Simpana Single Instance Store (SIS) deduplication software
Describe how your partner community has grown over the past year:	CommVault worked with Arrow to design a multi-tiered approach to investing in partner programs -- with high-touch programs at the top with participation by top partners, ranging to broad-based and low-touch programs for many partner teams • This approach allowed CommVault and Arrow to focus resources where they would provide the most revenue benefit by recognizing and serving the more committed, experienced and capable channel partners appropriately -- and by providing incentive for other partners in the channel eco-system to move up the scale with their continued investment to grow their expertise and experience with CommVault software
Name the one individual who has had the most profound impact on your life:	My grandfather, who ran our families business for 52 years
Please name the single most innovative initiative for which you were responsible for the past year?	A reseller program that measured and rewarded resellers on a criteria beyond simple license revenue. • The move into distribution was key for CommVault -- I,'m not sure if one would consider this innovative, but certainly the concept of dramatically expanding the infrastructure available to serve CommVault channel partners by moving to distribution was a key change in CommVault,'s business in 2007 • The introduction of incentives based on sales of new CommVault product features like SIS deduplication, as well as new customer acquisition, was an innovation designed to reward and encourage partners to mutual business benefit
What were the key channel partner investments you made in the past year?	Redefining and remaking the channel organization at CommVault, in preparation for the move into a distributor model • The transition to distribution • The introduction of bi-weekly communications with 'Sales Kit' and 'Customer Kit' solution materials posted on an exclusive CommVault partner portal, including recorded sales training and accreditation testing • The introduction of sales incentives to encourage and reward strategic selling by partners
How are you attracting the next generation of solution providers?	In 2008, CommVault will expand again to reach into the solution space with new distributor relationships to offer purpose-built Commercial-space data management solutions.
What is the greatest challenge you overcame in the past year?	Helping partners to understand and appreciate that the distributor model was not just in CommVault,'s best interest, but was far more beneficial to the partner teams as well.

CHANNEL SERVICES >>