Rubrik this week launched its first formal channel program as part of an ongoing effort to unify data protection and data management.
The three-tier Rubrik Velocity Partner Program is designed to reward partners that resell the company’s data protection and management software in volume as well as those that build a practice around the platform, says Bertrand Yansouni, Vice President Worldwide Channel Sales at Rubrik.
While Rubrik has made significant investments in sales and marketing, Yansouni notes Rubrik has also fulfilled 100 percent of its sales via channel partners. The Rubrik Velocity Partner Program brings a more structured approach to managing those relationships that include specializations, sales accreditations for partners, pre and post sales support, incentives and access to market development funds (MDF), says Yansouni.
Data protection and data management represent a $45 billion market that Rubrik has proven are ripe for disruption, says Yansouni. A portfolio of data protection and management software built on a common set of application programming interfaces (API) has not only been well-received by customers because of the automation and orchestration provided, but it also reduces much of the friction traditionally associated with upselling additional applications, notes Yansouni.
Yansouni says 85 percent of Rubrik partner are selling more software on a year over year basis, says Yansouni. Most recently, Rubrik extended its reach into the realm of incident management.
Of course, like most fast-growing startup Rubrik has had its share of drama of late. Mark Smith, executive vice president for global sales and business development, suddenly resigned after the company posted its best sales quarter to date. At the same time, however, Rubrik got a vote of confidence from former Cisco CEO John Chambers, who not only joined the Rubrik board but also personally invested in the company.
It remains to be seen to what degree Rubrik can converge data protection and data management or displace rivals. Historically, data protection has been one of those rare categories of products and services has proven resistant to convergence no matter how many new vendors enter the space. Most customers appear to be employing a wide range of data protection and data management software. How long that will continue remains anybody’s guess, but for now at least data protection especially remains one of those categories that has been very good to the channel for as long as partners can remember.
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