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Wasabi CEO David Friend Talks New Funding, Growth Plans, And How To Compete With AWS And Microsoft

‘We tripled in revenue and the amount of storage and everything else this year, the same as we have for the last three years. So it looks like a sort of a triple-every-year kind of growth path. It can’t go on forever, but right now we’re just struggling to keep up with demand,’ says Wasabi CEO David Friend.

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How many channel partners work with Wasabi?

It’s over 5,000 channel partners today. And the goal is to get to maybe 10,000 by the end of the year. And we’re completely committed to the channel. And if I had my choice I’d rather have a salesman spend their time recruiting and training a channel partner than selling an individual customer because now that channel partner’s out there with their 20 or 30 or 50 salespeople, all selling Wasabi, and I come to work in the morning and orders just come in over the transom from our channel partners, so we don’t have to work for every deal. Our priority is really to build the channel, to provide the channel with the most profitable way to do storage. So if a customer needs 100 terabytes of storage, I want to make sure that providing them with 100 terabytes of Wasabi is easier and more profitable than 100 terabytes of EMC or 100 terabytes of anything.

How about 100 terabytes of Amazon or Azure?

Five times as expensive, and you can’t make any money reselling Amazon. So the channel hates Amazon.

It sounds like you have no love for them either, at least on the storage side.

No.

 
 
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