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Cobalt Iron’s Rodney Foreman On Leaving Nutanix And ‘Innovative’ Partner Program Ahead

Cobalt Iron’s new chief revenue officer and sales leader Rodney Foreman talks to CRN about building a new partner program, the state of the data protection market and if he expects Nutanix to succeed in the long term.

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Why should partners be pumped about Cobalt Iron?

Partners want recurring revenue. We plan to allow partners to take advantage of our SaaS capability and make margin not only on the initial sales, but also the renewals so they can continue to grow to keep that recurring revenue and profit for themselves overtime. The days of being a one-hit wonder where you get the big sale and get some margin, and that’s it, are gone. Now you sell and you grow with the customer and you keep obtaining revenue and profit from the customer. It makes it so your driving business outcomes versus just selling a product. You want that long term revenue stream so it changes the mindset and how partners work with partners. … I think Cobalt Iron is going to be the top provider for data protection in the market. We’re so far ahead in terms of technology and products. I’m thrilled to be a part of this team.

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