Wasabi has seen tremendous growth in our Wasabi Partner Network in a very short time, now boasting over 2700 channel partners globally in just over a year! To help drive continued growth and channel activation, Wasabi welcomes Dean Archibald, Director of North America Channels and Alliances. \r\n\r\n\r\nOnly two weeks into his tenure at Wasabi, Dean has already been plenty busy. Ahead of his planned participation at Wasabi\u2019s VeeamON Virtual booth this week, Dean answered some questions about his experience in the channel and how Wasabi fits into the larger channel ecosystem. \r\n\r\n\r\nTell us about yourself. Where were you before Wasabi?\r\n\r\n\r\nBefore joining the Wasabi team, I spent almost 4 years at Veeam Software and prior to that, Hewlett Packard Enterprise. Both were incredibly rewarding experiences and afforded me the opportunity to work with great partners - in the data center hardware, software, data protection and services realm. \r\n\r\n\r\nI live in Central New Jersey with my wife, baby boy and dog. During my free time I love being outdoors, firing up the grill and being with my family. \r\n\r\n\r\nWhat was your biggest takeaway\/something important you learned from your time at Veeam?\r\n\r\n\r\nA well executed channel strategy represents enormous opportunity in the market\u2026 Partners add so much value in an abundance of ways: \r\n\r\n\r\n\r\nKeeping a constant pulse on market trends\r\n\r\nExtending sales reach\r\n\r\nExpanding and uncovering new use cases\r\n\r\nConnecting us with complementary alliance partners\r\n\r\n\r\n\r\nI also got validation that the cloud will not be going away - it's here to stay. For many businesses, their ability to harness the power and scale of the cloud will dictate their long term viability in their respective industries. \r\n\r\n\r\nWhy Wasabi? Why now?\r\n\r\n\r\nWasabi is one the most refreshing technologies to hit the industry in quite some time. There is an explosion of applications that create massive amounts of data - so storage continues to stay hot; Wasabi\u2019s price and performance cannot be beaten; and partnerships are at the epicenter of this industry\u2026 partners are the glue that ties all technologies together and Wasabi is doubling down on the channel. \r\n\r\n\r\nThis is an incredibly exciting time to be at Wasabi - and to be a Wasabi partner!\r\n\r\n\r\nWhat's in it for the partner community?\r\n\r\n\r\nThe partner community is constantly searching for ways to deliver value to end users - which makes my job incredibly enjoyable. Wasabi brings a unique offering to partners and that\u2019s the opportunity to sell and bundle cloud storage easier and in a more profitable way than ever before. Regardless if we are talking to a VAR who has traditionally sold hardware, a \u201cborn in the cloud\u201d service provider, or something in between - Wasabi has a very compelling offer for partners of all shapes and sizes. \r\n\r\n\r\nWhere do you see the channel organization going in the next 18mo?\r\n\r\n\r\nWe\u2019re transitioning toward becoming a 100% channel company. We will finish the year over with over half our business coming by way of partners - up from 30% in 2019. \r\n\r\n\r\nWe recognize that won\u2019t just happen by chance. Over the past year Wasabi has made significant investments into the channel and will increasingly do so in the form of programs, resources and personnel. Laurie Mitchell is putting the finishing touches on an incredible \u201ccampaign-in-a-box\u201d as we speak - a great example of our enhanced focus on partners. \r\n\r\n\r\nWhat is missing from the channel that you can bring?\r\n\r\n\r\nThat\u2019s a great question - for me it\u2019s really all about understanding partners\u2019 capabilities and core competencies\u2026 then tailoring the \u201cWasabi opportunity\u201d to their respective business models. Too often, large vendors force partners to adopt their GTM strategy which we know is less than ideal. \r\n\r\n\r\nI am bringing a ton of focus to this exact conundrum - and the Wasabi leadership team has long believed in this which really attracted me to coming over. Now, it's all about executing on that belief and equipping partners with everything they need to incorporate Hot Cloud Storage into their unique business models.\r\n\r\n\r\nWhat is the greatest challenge facing the channel today?\r\n\r\n\r\nFor a lot of channel partners, the products and manner in which they used to sell (and once made them incredibly successful) is no longer sustainable on its own. The margin selling laptops, servers, storage etc - just isn\u2019t there anymore and partners are reinventing themselves by leading with services, cloud and software-defined solutions.\r\n\r\n\r\nThis plays right into Wasabi\u2019s wheelhouse - and we\u2019re finding an amazing amount of synergy through our partnerships.\r\n\r\n\r\n\t\r\n\r\n\r\nWhy do you think Wasabi is a good fit for the channel?\r\n\r\n\r\nWasabi is channel and alliance friendly - and represents an opportunity to sell Wasabi as a point product or as an ingredient in a managed service offering \u2026 In some cases, we\u2019re helping partners enter into the Managed Service category.\r\n\r\n\r\nHistorically, let\u2019s say you're a partner and you have a big, exciting cloud opportunity on your hands\u2026 there is a high probability that you won\u2019t even be able to get in touch with the sales rep from a major hyperscaler. That certainly won\u2019t be an issue with us.\r\n\r\n\r\nWhat are you most excited to work on?\r\n\r\n\r\nI\u2019ve mentioned it a couple of times earlier, but being able to help partners reinvent themselves with the cloud or further expand on their strengths really energizes me. There is no debating that the market has a huge need for scalable cloud storage - everyone knows that. However, very few cloud vendors actually have the product and even fewer have the GTM that allows the partner community to tap into that opportunity. \r\n\r\n\r\nThis is a unique opportunity that I am thrilled to be a part of - finding inspiration every day certainly isn\u2019t a problem for the Wasabi Channel Team!\r\n\r\n\r\nAs Wasabi continues to evolve to meet the needs of our channel partners, we\u2019ll need inspiring, creative minds like Dean\u2019s to keep us on the cutting edge and continue to deliver the best cloud storage in the universe. \r\n\r\n\r\nBe sure to chat with Dean at Wasabi\u2019s VeeamON virtual booth on Wednesday June 17!