With data protection software firm Commvault's next fiscal year beginning in just over a month, Channel Chief Ralph Nimergood is preparing program changes designed to encourage partners to get on board with consumption-based sales models as customers accelerate their move to the cloud.
"Our single largest driver of revenue and growth right now is projects related to cloud," Nimergood told CRN in a recent interview. "There's not a large transaction we've done in the last 12 months that isn't cloud related."
Still, Nimergood recognizes that often public cloud providers like Amazon Web Services compete outright with the channel, and he says Dallas, Texas-based Commvault has worked very carefully to help balance the need to maintain solid relationships with AWS, Microsoft Azure and Google Cloud with protections that provide partners with the margins they need.
On top of all that, there's a considerable swathe of Commvault's partner base that simply isn't interested in cloud, and the company has to balance the need to maintain those partner relationships with the need to move its most important partners to at least a "cloud-like" business model.
What follows is an edited excerpt of Nimergood's conversation with CRN.
CRN's Sarah Kuranda contributed to this piece