Carbonite: Unified Partner Program with Webroot Coming Very Soon
That’s according to Charlie Tomeo, Carbonite’s vice president of worldwide channel sales. Prior to Carbonite’s Webroot acquisition, he was Webroot‘s vice president of worldwide business sales.
Carbonite’s nearly $619 million purchase of Webroot wrapped in March. The companies will combine Carbonite’s backup and disaster recovery (BDR) solutions with Webroot’s machine-learning capabilities to address endpoint vulnerability.
The move gives Carbonite the R&D to expand beyond BDR and provide customers with a more comprehensive solution, as well as access to Webroot’s extensive managed-services channel. Carbonite can leverage Webroot’s integrations with RMM and PSA providers, which will help even the playing field between it and competitors like Datto, which acquired RMM provider Autotask in 2017, and Unitrends, which RMM provider Kaseya bought last year.
Webroot also has strong security training and network-security plays. Integrating its capabilities with Carbonite’s creates a broader security portfolio with a stronger competitive position in the MSP market.
In a Q&A with Channel Futures, Tomeo talks about his plans for building a unified partner program, and what new and existing partners can expect in terms of opportunities.
Channel Futures: What’s the status of integrating Carbonite and Webroot partners?
Charlie Tomeo: We’re still in the early phase and that’s one of the things that we’re working on now, trying to build some continuity into making sure that the margins align — and also some of the requirements to partner. On the Carbonite side, there are a lot of requirements that were heavily dependent on certifications and whatnot, and so we’re trying to make sure that it’s just a bit easier to do business with Carbonite as a whole … so that’s why we’re really targeting toward the beginning of the year to roll some of that stuff out.
CF: What sort of feedback have you heard from partners of both companies in terms of what they want to see from the combination?
CT: Everybody always wants more margin, so that’s always one thing. They’re trying to pull out the things that they like from each and they’d like us to make sure we align it there. They don’t want to lose anything. If they have a certain thing that they’re comfortable with, whether that’s how we do deal registration or what deal registration looks like, they certainly don’t want to lose any benefits from their channel, so they want to at least keep those where they are, and then potentially build on that to get more out of it.
CF: Is a new partner program going to be built from the ground up?
CT: I don’t know if you could ever really say that because there are always going to be components that you’re taking. From my standpoint, we need to build a partner program that is consistent for new partners coming in. We want to make sure that there’s standardization there and we will …