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Commvault's New Channel Chief Mercer Rowe On Working With ‘Act Two’ Of The Firm

Rowe, who just this month took over as Commvault's new channel chief, talks with CRN during Commvault Go about why he joined the company and what it will take to make its channel even stronger after the company missed a few opportunities.

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OK, you've been at Commvault now for a whole two weeks. What major changes do you have in mind for the channel program, for tearing it down or rebuilding it.

Two weeks! I'm still getting into the details. But I'm going to give you my three priorities that are going to guide how I build a go-forward plan. One is simplicity. … This is everything from involving partners early in our new technology shifts, bringing them under the tent, making them more of a part of how we deliver more. So this is simplifying doing business, but also simplifying working with Commvault.

The second is predictability. There's been a lot of changes at Commvault in the last few years. We need to be predictable, with everything that we do with the partners. When we commit to something, we're going to deliver on it. When we put new programs in place, we're going to give them time to actually be operationalized and implemented in a way that allows the partners to now build their businesses around them. …

The third is profitability. We need a program that allows partners to invest to make money. And that means everything from margins and rebates, which are components of profitability. But it also means services and services practices and opportunities for partners to really build businesses around Commvault, and not just profitable transactions.

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