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6 Steps Carbonite And Webroot Have Taken To Come Together As One

From enabling partners the cross-sell the other organization's products to consolidating around a single back-end quoting and provisioning system, here are six key integration milestones for Carbonite and Webroot.

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1. Begin Cross-Selling Products Across The Entire Customer Base

The company has over the past few weeks begun testing its ability to sell Webroot cybersecurity products through traditional Carbonite channels and vice versa, Stilwell said. The cross-selling trial began in the consumer space – where more than 900 Carbonite data protection sales occurring into Webroot customers, or vice versa – and was extended into the mid-market space last week, he said.

Carbonite has thus far hand-picked partners to cross-sell the other organization's products, Stilwell said, and has already in just a week built a nice pipeline and closed a few deals on the business-to-business side of the house. The company hasn't yet done much marketing or enablement around the cross-sell opportunity, Stilwell said, but has sought to lower the barriers to entry for partners wherever possible.

The company plans to branch out to additional partners and make cross-selling available to them as well as soon as the collateral is ready to go, Stilwell said. Thus far, Stilwell said the cross-selling initiative has focused on dozens of top-tier channel partners out of the roughly 20,000 supported by the legacy Carbonite and Webroot organizations.

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