Evolving Channel Strategy

CF: How would you describe BlackBerry’s global channel strategy? Is it evolving? Are changes taking place?

CM: I was brought in initially to really complete that whole unification of Cylance and legacy BlackBerry enterprise programs, take the two programs, put them together so that we make it easier both for BlackBerry partners, as well as Cylance partners. Now we’re one team, one channel, and we want to create that single, comprehensive global program where we’re investing in the partner. So I’ve been on board about 18 months now, and it’s really been so favorably received because when I first came in, we did a lot of surveys and I spent time working with the partners, hearing direct feedback, and it was great to hear the good and the bad. And so I’ve really been able to take that feedback and invest in the channel. I’ve added to the channel team. In terms of some new channel leadership, I’ve worked really closely to build closer alignment with the field sellers so that we are very channel friendly. We’ve invested in improving sales operations because obviously anytime you merge two programs together, two companies together, that’s an area where you can make it easier to work with. And partners really put a high value on being easier to work with.

We’ve made investments in MDF, not only the amount of MDF, but in the process of getting MDF. We’ve done some joint demand generation with BlackBerry Crush Days, which has been really favorably received. We’ve improved the partner enablement and access to portals. We’ve put things in multiple languages. So it’s all about creating this smooth transition so that the partner can really rely on us not only to be there, but support them in the best manner possible.