2. Organize Channel Team By Go-To-Market Motion
The company plans to eschew lining its channel team up by product and instead organize its channel teams across three different go-to-market motions, Stilwell said: MSP, resale, and SMB. The legacy Carbonite organization worked with its partners and customers in different ways, and relied on passing leads for very small organizations such as a five-person dentist office, Stilwell said.
As Carbonite moved up the pyramid size-wise, Stilwell said the company would then turn to more of a co-selling model. Going forward, Stilwell said the company wants to invest in a co-sell model where the vendor is bringing more leads to the resell partners regardless of the size of the organization.
As the integration evolves, Stilwell said Carbonite wants to put more of a focus on its higher-level partners and support the more sophisticated motion needed to service larger customers. The company additionally wants to take advantage of the strengths each organization is bringing to the table such as the legacy Carbonite e-commerce resale engine, according to Stilwell.
