4. Train The Sales Team On The Whole Technology Stack
Although the combined company will have some specialists that are deep in a particular technology area, Stilwell said the expectation is that the legacy Carbonite and legacy Webroot sales teams will become fluent in the entire combined product offering.
The effort to get everyone comfortable with representing the entire suite has manifested has been a major point of emphasis at sales kickoff meetings for both the legacy Carbonite and legacy Webroot organizations, Stilwell said. The company brought in product marketing experts from the other side of the organization to get the respective sales teams trained up on the new technology, Stilwell said.
Stilwell doesn't believe Webroot and Carbonite's legacy product sets are all that disparate since businesses are ultimately looking to resiliency across their endpoints, whether that's in the form of upfront protection or backup and disaster recovery. Fusing the protection and backup pieces together is vital in thwarting emerging threats like ransomware, Stilwell said.
