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Observe CEO Jeremy Burton: Still ‘Early Days’ With The Channel, But The ‘Value-Add For The Partner Is Very Clear’

‘I think once you’ve got that repeatable go-to-market, which I actually think we’re pretty close to, then I think you’re ready to look at partners. And partners are also going to want to know that we’ve got market fit with the product, and we’ve got velocity,’ Observe CEO Jeremy Burton tells CRN.

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What Observe Does

Observe, a San Mateo, Calif.-based developer of SaaS-based technology for turning machine-generated data from distributed sources into data that enterprises can use to detect and resolve system issues, just closed its Series A-2 funding round, adding $70 million to that round to bring it to a total of $114.5 million. The company, according to Jeremy Burton, who in 2018 joined the company as CEO after serving as top marketing executive as Symantec Veritas and at Dell EMC, is what one would get if someone put Splunk or Elastic with Datadog in a blender with an AppDynamics or a New Relic.

“There’s no reason why you should have to have three discrete products to troubleshoot problems in your applications or infrastructure,” Burton told CRN. “And today, most companies, particularly large companies, have at least three.”

Observe was founded in late 2017 by Sutter Hill Ventures, which was also an early investor in Snowflake, the Bozeman, Mont.-based cloud data warehousing company that serves as the back-end warehouse for data collected by Observe. The company’s first customer signed on 18 months ago, and Observe currently has about 50 enterprise customers, Burton said. Other investors include Capital One Ventures, Madrona Ventures, Michael Dell, former Pure Storage CEO Scott Dietzen and Snowflake CEO Frank Slootman.

[Related: Observe Exits Stealth; Targets Splunk, Datadog For Observability: CEO Jeremy Burton]

Observe initially went direct to find its first customers, but its business is really one that is suited for enterprise solution providers looking to help their customers make sense of all the data they collect, Burton said.

“Once you get Observe hooked up to the various different data pipelines, someone’s got to come into the account, sit down with the customer, and ask them, ‘What questions do you want to ask about your application infrastructure?’” he said. “And there’s some work to do on the data in order to answer those questions. And for me, that’s perfect for a partner to provide.”

Here is more of what Burton had to say in an interview with CRN.

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