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UiPath Channel Chief On A Wide-Open Market For Partners: ‘Eighty Percent Of Processes Are Still Not Automated’

‘So if you’re a partner and you’re choosing not to participate, you’re now choosing to take automation off your offering for your customer ecosystem. And you’re opening up the door to your competition to fulfill that need. And if they fulfill that need, then the chances are they’ll fulfill other needs that you might be fulfilling today,’ UiPath’s Eddie O’Brien tells CRN.

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Eddie O’Brien has grand plans for automation software company UiPath’s channel. Now that the company is past a successful initial public offering that netted $692.4 million in April, O’Brien has more resources to add more partners to the channel and build more relationships to grow revenue.

O’Brien is the company’s top channel executive and answers directly to Chief Revenue Officer Thomas Hansen. O’Brien’s resume includes roles as chief channel officer at UiPath competitor Automation Anywhere, global channel chief at cloud storage company Dropbox and more than 15 years with tech giant Microsoft. He joined UiPath in June 2020.

“The business is absolutely flying. We’re reported now to have 32 percent market share, with the two nearest competitors combined only having 22 percent share,” O’Brien told CRN in an interview.

“We have over 8,000 customers today,” he continued. “From my side of the house, one of the exciting things is we have over 4,000 partners who have joined our program. Now, to give you some relative context, at Dropbox we got up to 10,000 partners, probably after 10 years. My tenure would have been the back half of that 10 years. So it’s very early days in this industry to have UiPath have so many partners, and a lot of them are transacting regularly every quarter.”

He wants UiPath to have a channel to rival that of his old employer Microsoft.

“Let me quote Microsoft: 400,000 partners,” he said. “I ran the OEM channel when I was there. I know what it‘s like to have a world-class channel and the importance of it if you really want to be a global, corner-to-corner software and enterprise software company like we do and we are already.

Here’s how UiPath is investing in its partners.

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