Adistec and TD SYNNEX, Commvault’s resellers for the entire Latin American region, participated in the Commvault Partner Summit Mexico 2023 held on July 12, as well as partners such as NetApp, Hitachi Vantara, and Oracle, who took part in the panels on “On-premise trends and challenges” and ” Cloud Protection”.
Simone Silva de Aguiar, District Channel and Alliance Manager Latam; and Juan Carlos Bonilla, Channel Manager for Mexico, Commvault, were the hosts, who shared relevant topics that impact the business of partners and the company itself.
The path to success
Commvault’s current business strategy is based on two pillars: Core Software, i.e., on-premise products that will continue to be positioned; and Metallic, solutions under the SaaS modality, which also includes the ThreatWise proposal, an early warning system for detecting cyber-attacks that includes recovery tools.
“Considering those pillars, we have many campaigns and incentives in the Channel Program; for example, in Metallic they used to be temporary campaigns and now they are fixed benefits that Elite and Premier members, which are the highest categories, can enjoy,” Silva de Aguiar stated.
In other words, the increase of benefits through different campaigns becomes permanent, where members can gain access by simply registering, by making sales of both Core and Metallic, or by detecting opportunities.
“We are simplifying the requirements to reach the Premier level to have active and more capable partners. We want to protect and support the channels that invest time, money, and effort with us; that work with the brand on a constant basis,” she added.
Bonilla shared that the sale of Metallic is helping them to grow their business exponentially. Therefore, they expect that this year 25% of their revenues will be based on sales of this solution.
This performance has been so important that in the last four quarters the company has billed more than 100 million dollars on a global level in this area.
In addition, the company has campaigns for the partner’s salesperson to benefit when registering an approved opportunity; at the same time, there are also incentives for engineers that are already an integral part of the new program.
“IT IS AN EXCITING CHALLENGE FOR US TO BE ALIGNED WITH COMMVAULT’S CHANGES, IT IS NECESSARY TO MOTIVATE AND EMPOWER OUR PARTNERS. IT IS A CHALLENGE TO POSITION OUR PARTNERS AT THE BEST LEVELS”.
-MANUEL VALDEZ, BRAND MANAGER AT ADISTEC MEXICO.
Broad business opportunity
The current Channel Program aims for partners to have at least 4 transactions over 12 months. When they register an opportunity they gain access to $200; if it exceeds $5,000 they get $500; and if they have an opportunity for Core products above $40,000 they can earn 12% profit as a sales force incentive.
“THE CHANNEL PROGRAM IS INTERESTING AND MORE CLEAR. AS A WHOLESALER, IT ALLOWS US TO DEVELOP OUR PARTNERS TO ACHIEVE THIS LEVEL AND HAVE THE FLEXIBILITY TO HAVE A BETTER BUSINESS.
-JULIO PAZ, VENDOR BUSINESS MANAGER AT TD SYNNEX.
Awards
During its Partner Summit, Commvault presented awards to some of its partners:
- Partner of the Year: CyberT – Francisco Roldan
- Strategic Project of the Year: HPE – Carlos Garza
- New Partner of the Year: Voseda Networks – Israel Gonzalez
