CRN Exclusive: Erwin Hires Former Verizon Channels Exec Wendy Petty, Preps For Partner Offensive With GDPR On Horizon

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As the specter of GDPR fuels enterprises to take a fresh look at their data governance policies, Adam Famularo, CEO of data modeling software developer Erwin, sees a massive opportunity for the company and its channel ecosystem.

In fact, the Melville, N.Y.-based vendor is gearing up for further expansion of its partner base with the hiring of Wendy Petty as senior vice president of global sales and services.

An industry veteran with a wealth of indirect sales experience, Petty began her new role at Erwin last Monday following a three-year stint at Verizon, where she served as executive director of global channels in the carrier's Enterprise Solutions group. She joins a team that also includes Senior Vice President and Vice President of Global Channels Dave Casillo, formerly a channel chief at Adobe, Dolby and Hewlett Packard Enterprise.

[Related: Channel Veteran Famularo Takes CEO Post At Data Modeling Software Maker]

Famularo, himself an ex-Verizon channel chief, worked alongside Petty both at the telecom giant and at software vendor CA Technologies, which acquired the Erwin data modeling platform in 1999. Erwin now operates as a separate company under the ownership of private equity firm Parallax Capital Partners.

"I've got a deep, deep level of respect for her," Famularo said of Petty. "I know her expertise will bring us over the line we're trying to reach."

GDPR, or the General Data Protection Regulation, is a sweeping set of data protection standards that becomes enforceable May 25. They apply to companies that do any sort of business in the European Union, even if they are North American-based, and non-compliance could result in fines of up to 4 percent of revenue.

Famularo said the regulations are driving a new wave of software developers to steer their efforts toward data governance, which he expects to become a $2.5 billion market in just a few years. He likened it to the way ERP solutions shaped enterprise data flow standards in the early 2000s.

"You're going to see service providers build practices around data," Famularo told CRN. "They can go to enterprises and ask, 'What are you doing to solve GDPR? What are you doing to build, develop and promote applications?' They need to have good data practices so you can make better business decisions."

One solution provider that long ago placed its bets on data governance is Fulton, Md.-based Myriad Solutions, a 20-year Erwin partner that has focused its entire business around the vendor's portfolio of software products. The company operates offices in the U.S., the U.K. and Australia, working primarily with Fortune 1000 companies and other large enterprises.

Javed Matin, CEO of Myriad Solutions, said Erwin has evolved from a single-product company into a solutions vendor with a strong services division over the years. Its data governance platform now features enterprise architecture, data modeling, business processes, cloud and consulting capabilities and services.

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