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New Turbonomic Channel Chief On Partner Training And Solving The Pain Points Microsoft, VMware And IBM Can't

Turbonomic channel chief Jennifer Heard sat down with CRN to discuss why the key to growing the company is the channel.

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'Is This True?'

Jennifer Heard spent more than 20 years at Microsoft, and at first she wasn't sure if a small, seven-year-old start-up would be a good fit for her. Then she reached out to Bill Veghte, the former Microsoft power player who had taken a role in 2015 as executive chairman of Boston-based Turbonomic.

What she heard amazed her. "I've been working with CIOs for two decades, and I've been one myself," she told CRN. "I had to read the customer testimonials and say, 'Is this true? Can you really do this autonomically? You can manage my performance and applications without human intervention?'"

This week, Heard was named senior vice president, global strategic partners at Turbonomic, which has developed a software platform that allows hybrid cloud data centers to self-manage and maintain the performance of any application.

The Turbonomic platform's ability to assess a customer's data center and optimize its use and performance, along with its ability to manage applications on its own, means it can offer customers significant savings very quickly, and puts it a step beyond monitoring and management tools offered by VMware and Microsoft. The key to growing Turbonomic is the channel, Heard said.

"The channel is the force multiplier of the sales force, and if you get the right channel, your brand and awareness can get out there 100 times faster than you would ever be able to do by yourself," Heard said. "You bring a new product to market and the first place you go is to the channel so they can get in front of their customers so they can accelerate the story and demonstrate the capabilities."

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