Supporting Partners On Customer Calls
As face-to-face meetings return, Giancarlo said he looks forward to meetings with Pure Storage customers. However, he said, he almost never takes those meetings by himself.
“It’s rare that I or any of our team meets with a customer without the channel partner in the same meeting,” he said. “Most of our EBCs (executive briefing centers), nearly all of our EBCs that I can remember, have the channel partner in the EBC along with us. And by the way, I like being with customers as often as possible, not just when necessary. In fact, if I’m necessary, we’re in bad shape to close the deal. I like to get in early and often, if you will. But no, I would say that it’s rare when we don’t have a channel partner in a meeting with the customer.”