Commvault Global Channel Leader Eyes Increasing Customer Investment
As vice president of worldwide alliances, Lada will drive and continue to build Commvault’s current alliances, as well as develop new relationships and partnerships. These include both cloud providers and other enterprise technology industry leaders.
Lada brings to Commvault more than 20 years of experience in developing and implementing OEM and channel strategies. Prior to joining Commvault, he was part of the executive teams at Cisco and HP. He most recently served as Cisco‘s vice president of worldwide global customer-success sales, and before that was HP‘s vice president and general regional manager for the Americas and EMEA.
“Wenceslao is a proven global executive and business leader with more than 20 years of experience of driving results, building and empowering high performance, diverse multicultural teams,” said Owen Taraniuk, Commvault’s head of worldwide partnerships and market development. “We’re building a world-class team to lead our routes to market and he will be integral in driving market strategies for Commvault as well as alliance partnerships.”
In July, Commvault announced significant changes to its partner program that support enablement and engagement.
In a Q&A with Channel Futures, Lada talks about how he plans to work with alliances and develop new partnerships.
Channel Futures: Why did you want to join Commvault in this role?
Wenceslao Lada: I think it represents a huge opportunity for me due to the marketplace that Commvault represents at this point in time. From a technology standpoint, we’ve been able to put together a very comprehensive solution on data management for our customers. And at the same time, being the alliance manager, I think I bring all of the experience that I have. I’ve been working with some of those alliances like Cisco for seven years and HP for 20, where I can combine my experience and expertise on the go-to-market and how to create solutions that will bring high value to our customers.
CF: Can you elaborate more on how your previous experience will come into play in this new role?
WL: The experience of working with two companies like HP and Cisco has also given me the perspective in terms of what is needed to ensure that we can create a seamless go-to-market effort between Commvault and all of these different alliances by increasing our coverage … [and] at the same time the capabilities that we need to bring together that will address the customer requirements to help them through the business transformation, address and mitigate the risk that they have today with data management, as well as how we will be able to increase their original investment.
CF: Earlier this summer, Commvault announced it’s making big changes to its channel program. What will be your role in this effort?
WL: Commvault has been traditionally working very well with channel partners, and the channel program is basically covering all of their needs, all of the certifications, all of the incentives that you need to have to work with traditional channel partners. When you are starting to work as well with alliances, we will start to become a multi-road-to-market company. The company has been working on aligning all the different programs to ensure that through the different roads to market we are bringing the value that we have from our solution, that that value is integrated with all the solutions in the marketplace and that the end will benefit the customers. So what you will see is now, independently of the different roads to market, our customers will benefit from much better, much broader solutions that are going to come to them. So it’s a huge benefit for the customer and a huge benefit for all the different partners as well as the alliances, and obviously a big benefit for Commvault.
CF: Have you received any input from partners yet? What are they telling you?
WL: I have started to get some feedback from some of our alliance partners. They believe that our solution in the marketplace based on the product portfolio and the pricing strategy that we have today is really covering all the different aspects of their customer requirements and they are really excited about working with us. And they think that we can represent a high alliance or high partner in terms of creating these high-value solutions that they would like to bring to market.
CF: What are the biggest issues facing Commvault and its partners, and what will be your role in addressing those?
WL: What we think is going to be our biggest opportunity based on what those challenges are is serving the customers. If you’re looking at what the customers are going through, they really want to mitigate risk, they want to reduce cost, they want to increase their capabilities and their effectiveness in terms of how they are doing their business transformation … and what we are bringing to them are basically solutions that are going to help them to know what they have, so what type of data they are using, how they can move this data from a prime to a secondary storage, how they will be able to manage all the different policies and requirements that they have depending on which segment or market they are working, and then how they can recover important data or the data they require at one point in time, and how they can use it. So for us, those customer challenges represent a great opportunity because our product portfolio together with the professional services that we are bringing together with our alliances – as well as our channel partners – will address those challenges that the customers have.
CF: What do you hope to have accomplished a year from now?
WL: My hope is basically that our customers realize the value of change. The actual and future Commvault customers are the ones at the end of the day who are going to vote if the investment has paid off by what we support or we deliver to them, that they will be able to be more effective on how they are managing their data and how they are going to manage their IT infrastructure, and then they will come back and say we need more and we need to work more with you. I think that’s my key, fundamental objective for the year: Have happier customers who are going to continue working with us and continue investing on Commvault and their alliances.