As part of an ongoing effort to rely more on channel partners to drive revenue, Commvault this week appointed Riccardo Di Blasio to be the company’s chief revenue officer (CRO).
At the same time, Commvault has named Sandra Hamilton to be vice president of customer success for the provider of data protection software, systems, and services. In that role, Hamilton will be responsible for systems engineering, professional services, and support teams at Commvault.
Hamilton joins Commvault from Puppet, while Di Blasio is a 25-year industry who has led sales teams at DXC Technology, Dell EMC and VMware. He was also CEO at Globetouch, Inc., a provider of an Internet of Things (IoT) platform, and COO at Cohesity, a provider of hyperconverged infrastructure software for secondary storage systems.
As CRO, Di Blasio will be responsible for both direct and indirect sales, which he says is becoming unified to the point where it is increasingly difficult to say where one motion leaves off and the other begins.
Commvault is making a transition that relies more on partners in the wake of a shareholder revote that led to Sanjay Mirchandani being appointed CEO last year in place of long-time former Commvault CEO Bob Hammer.
During that time Commvault has added a slew of senior executives that are all committed to establishing deeper relationships with channel partners. As part of the effort, Di Blasio says Commvault will be making additional incentives available to Commvault partners in July.
“I don’t know of any other way to accelerating business growth,” says Di Blasio.
In its most recent fourth quarter, Commvault posted total revenues of $181.4 million, a decrease of 2% year-over-year and the previous quarter. Software and products revenue in the fourth quarter of fiscal 2019 was $80.8 million, a decrease of 3% year-over-year and 4% sequentially. Services revenue in the fourth quarter of fiscal 2019 was $100.6 million, a decrease of 1% year-over-year and an increase of 1% sequentially. On a GAAP basis, net income from operations for Commvault decreased to $300,000 million for the fourth quarter compared to $4.6 million in the same period of the prior year. Fourth quarter GAAP results, however, include approximately $13.4 million of noncash expense for stock-based compensation modifications related to the recent transition of senior management.
The biggest challenge facing Commvault is not so much the size of the data protection market. The amount of data that needs to be backed up continues to increase exponentially. The larger issue would appear to be maintaining profitability in the face of competition across an entire data protection sector that is nothing less than fierce.
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