What Is Clumio’s Channel Strategy?
Kumar said his startup will be a channel-centric vendor for solution providers.
“All of the leads that we have had so far, all the customers have come through the channel for us,” he said. “Fundamentally, the channel itself is looking to figure out how they participate in this whole ‘SaaS-ification’ of the enterprise and the move to the public cloud and still have a lot of relevance. We can have them participate as we grow to have that footprint in the cloud and recurring revenue model that has been exciting for our channel partners.”
The startup currently has about a dozen partners on board. Clumio plans to launch a formal Partner Program in the future that will include training and certifications.
Clumio is currently available across the United States with paying customers and Proof of Concepts in a broad range of midmarket and enterprise customers, according to Kumar. “It’s a completely horizontal play,” he said.