Cohesity CEO Sanjay Poonen: Storage And Security Are Now A ‘Blended Conversation’
Joseph F. Kovar
‘Once you’ve protected the perimeter network, endpoint and identities, you’re getting to the last line of defense, which is typically a backup. And if the bad guys could take out not just those perimeters but also your last line of defense, you’re very vulnerable,’ Cohesity CEO Sanjay Poonen tells CRN.
During the first 100 days, did you have a chance to get out and meet with Cohesity’s channel partners yet?
When I started off, I made a list of the top 10 [channel partners] by revenue traction in U.S. and EMEA. With many of them, companies like WWT and Insight and SHI, I know the CEOs, and scheduled Zoom meetings with all of them. I had a very simple message to them: I want to be your best partner in data security and data management. ‘Best’ meaning in terms of how you see our innovation, our product, the revenue that we’re doing with you, and the growth. … I just wanted them [to know] that I am committed to them from the CEO level down. And those are very good calls. Some of them I’ve also had a chance to meet in person.
We had a Partner Advisory Council a few weeks ago in Utah where some of them actually came to the event, not necessarily the CEOs, but the people who are working with us. And those meetings were very profitable and fruitful. They gave us feedback on what we’re doing well and what we need to improve. And I asked them a very simple question: ‘Where are we in your stack ranking of how you think about us relative to others you work with in our space?’ And they gave us an honest assessment where we’re No. 1, No, 2 or No. 3. And I said we want to be No. 1. So I have to work extra hard to make sure that’s happening. But they know that our goal is to be tenacious at seeking to earn their confidence.