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President Douglas Brockett On Taking StorageCraft Boldly Into The Midmarket

Douglas Brockett, who joined StorageCraft with its huge acquisition of Exablox, said his company still has huge MSP and SMB plays, but that growing partners are pulling it and its technology into the midrange and beyond.

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Is your channel organization headcount growing? 

We have done a lot. In fact, we just did a new investment in our channel team. We have expanded our inside team in the U.S. We're finding that our ability to touch partners, particularly new partners, has been not as good as we want it to be. We just haven't had the outbound calling capacity. We find that if we aren't calling partners on a regular basis, if we aren't holding those conversations with them, our ability to discover what we need to do and learn from them isn't anywhere near where it should be. So we just added headcount in our Draper, Utah organization. We have also reshuffled some resources so that net-net, we've gone up by almost a factor of two in terms of our inside channel team being able to reach out and proactively converse with partners.

Are you in partner recruitment mode at all? 

Of course. Always.

What is your ideal channel partner? 

I wouldn't want to try to put them into one box. We love SMB channel partners because it's still an underserved market, and there's such a gap between what end-users need and what they have in that space. The business risks are huge. And they're still climbing that educational curve. …

At the same time, a lot of the guys who used to be our SMB MSPs are now working for larger product-centric companies. We designed our program to make it attractive to those guys. And so, we have multiple sales motions within our sales teams to go try to recruit those partners that may have very, very different priorities. But we are in recruitment mode on both.

 
 
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