‘7 Minutes’ with Reltio VP of Alliances Vasu Vallurupalli

… put data at the heart of every decision, build analytics into operational business processes and continuously learn about customers, products and their relationships.

The overarching appeal, or “secret sauce,” is that Reltio Cloud helps both IT and non-technical business functions.

Business users get a new breed of data-driven enterprise applications that combine operational and analytical capabilities for a complete view of relationships among people, products, places and activities.

IT gets a modern MDM platform as a service (PaaS) to more efficiently and cost-effectively organize enterprise master data with interaction, social and relationship data, breaking down traditional data silos.

CP: Describe your channel program — metal levels, heavy on certifications, open or selective, unique features? Do you work with masters and/or distributors?

VV: The Reltio Connect partner program consists of global consultancies, systems integrators, outsourcers, independent software vendors, resellers and solution providers. Partners share Reltio’s vision of a seamlessly integrated open ecosystem working together to deliver fast time-to-value for customers. The program provides tools, services and support for partners to develop and market offerings. Reltio Connect was established in 2014 to enable partners to develop solutions and data-driven applications using the Reltio Cloud master data-management PaaS. Resellers are supported by joint marketing planning, recruitment materials and sales enablement. Reltio partners consist of SIs, data partners, service partners and technology partners. Reltio offers training and certification programs for our partners. Our entire partner ecosystem meets at the Reltio Partner Connect annual conference, where we provide technology updates and align business strategies. Additionally, all our partners are present at our annual user Modern Data Management Summit where they showcase solutions to customers and prospects. The 2018 user conference had over 400 attendees.

CP: Quick-hit answers: Percentage of sales through the channel, number of partners, average margin. Go.

VV: Reltio has 20-plus channel partners and 10-plus data partners. Partner-driven sales form a significant part of Reltio’s business. This includes ISVs, OEMs, MSPs, and resellers, all leveraging industry solutions they have built on top of Reltio’s modern MDM platform.

CP: Who are your main competitors, and what makes your offering better?

VV: Reltio competitors include traditional MDM vendors and some technologies in the big-data category. Traditional MDM solutions were created to solve singular business problems, and so create siloed, fragmented views of information. Due to the way they were designed, a single organization can have several dozen MDM implementations, which is cumbersome and costly to manage. The Reltio Cloud blends data from all lines of business and sources, creating a truly holistic picture of the information – for the first time – including client interaction and transaction data. It pulls data from all internal, external, third-party and social media sources at scale, creating a reliable data foundation or single source of truth that all employees work from, and collaborate to improve upon.

Reltio also stands above others in its ability to deliver rich profiles directly to the business users who need it to do their jobs every day; in fact, the company was founded with the mission to solve the disconnect between IT’s back-office efforts for data management and the business’ need to get access to reliable, relevant data in a timely manner that meets the changing market landscape. Reltio data-driven applications provide reliable data, relevant insights and recommended actions to users in sales, marketing and compliance, for example, but Reltio can be used to solve any business information problem. Simply put, Reltio Cloud enables users to …