Mimecast (Booth #1718)


Name: Sean Broderick
Title: Vice President, North America Channel Sales at Mimecast

RCP: What's the elevator pitch for your company to a Microsoft partner?
Broderick: Mimecast is dedicated to creating a global community of trusted partners whose propositions and expertise complement our own.  The definitive objective is to work with exceptional partners to provide customers with unmatched e-mail performance -- and, with a customer renewal rate of 97 percent, we are accomplishing just that. Our relationships with our partners and the way we operate our partner program, are all about realizing the mutual benefits of co-operation. For us, the goal is to maintain a global partner community that supports our growth by delivering powerful rewards to our customers.

Cloud-based solutions offer partners a lucrative revenue stream to complement their existing pipeline and Mimecast ensures that partners' revenues are protected so they don't lose out having put hard work in. Partners can expand their portfolios with a set of cloud-based e-mail archiving, continuity and security services, while having the reassurance of first-class training to ensure they can offer a premium service. Our current partner community breaks down across the types of e-mail solutions they deliver for their clients -- on-premise Exchange solutions, hosted Exchange solutions, outsourced managed Exchange services and Office 365 solutions.

For partners who may not have thought about your company since the last WPC, what would they need to know about what you've been up to for the past 12 months?
We know there is an expectation in the North America channel community. Just saying that you have a program is not enough, and partners want to know that they have a vendor they can count on for both driving revenue and positive portfolio attached, while protecting their base.  At Mimecast, we took our time to talk to our channel community, current partners and new targets. We discussed what would make them successful over the next five years in the cloud, their expectations of SaaS, and of course expectations of Mimecast. All feedback centered on adding value to their services by offering and the ability to expertly expand their portfolio through Mimecast's enhanced global program and we've accomplished that. Partners now have access to a program that will allow our partner account managers to have a business plan discussion against a calendar, maturity framework that offers partners training and certification, access to programs that will earn them increased margin and added services, and a host of tools that they can use to create customer and prospect stickiness. 

Out of your entire product portfolio, what's the product or service that Microsoft partners should be aware of right now?
Microsoft partners should be aware of Mimecast's Unified Email Management (UEM) Suite. Our goal is to offer our partners a product that their customers can rely on when shifting to the cloud. Mimecast's UEM adds significant value to any e-mail platform. Our goal is to be recognized by our customers as the companion of choice for Microsoft Exchange, whether it's on-premise, hosted or fully cloud-based with Office 365. Mimecast's unique level of integration with Exchange and Outlook offers advanced enterprise-grade archiving capabilities, industry-leading e-mail security, and a seamless e-mail continuity experience for Outlook users, all backed by a 100 percent availability SLA.

Are you announcing anything at WPC?
The enhanced global channel program, which includes expanded channel partner education and certification opportunities to help our partners continue to grow their business, provide superior customer support and achieve cloud excellence.  

What should Microsoft partners keep an eye out for from your company over the next year?
Microsoft partners should keep an eye out for cloud offerings that will make e-mail easier to manage as well as products that can surface data in unique and useful ways. Mimecast has always put engineering first and the next 12 months will provide evidence of that, as we offer our partners new line items for their already competitive solutions and services portfolio.

Why should someone visit your booth this year (free stuff, amazing demo, contest, promotion, etc.)?
To get a first sneak peek at what is ahead for Mimecast, access to the new features of our global partner program that is centered on new high-margin/revenue yield programs for partners, as well as unique education and certification programs that only benefit their ability to deliver on the best of the cloud and their drive for increased revenue and new account attach. Partners will also get a one-of-a-kind gift as a thank you from Mimecast and entry into our win a $3,000 travel voucher drawn at the end of the show in our channel promotion.

As a company, what are your goals for WPC this year?
This year, we're looking to continue to grow our existing partner base as well as introduce our new global partner program to current and prospective partners.

What's the profile of the ideal partner you're hoping to connect with at WPC this year?
Ideally, we're looking to connect with VARs/SIs/MSPs with an Exchange/SharePoint practice and cloud services.

Who are some of your team members a partner might meet at your booth (names and titles)?
Julian Martin, VP of global alliances; Sean Broderick, VP of North America channel; Nessa Lynchehaun, director of U.K. channel; Nick Lennon, business development director, EME; Bernadine Joaquim, manager South America channel.

For partners' post-show follow-up, who should they contact and how (phone number or e-mail address)?
United States: Sean Broderick at [email protected]
United Kingdom: Nick/Nessa at [email protected]
South America: Bernadine Joaquim at [email protected]