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Mimecast Updates Partner Program

Mimecast on Tuesday unveiled a revamped partner program newly organized to offer a consistent global experience and three new channel executive appointments.

Major updates from the old Mimecast channel programs for the new Mimecast Global Partner Program include:

  • restructured discounts and rewards to better align with motions that attract new clients or deepen existing engagements,
  • new training programs, especially to cover Mimecast's integrated cloud suite,
  • partner access to account resources like partner account managers, sales engineers and marketing managers, and
  • a new partner dashboard.

Julian Martin, a 10-year Mimecast veteran, is now the vice president for global channel and operations.

Martin described the old channel structure as having developed differently in different regions of the world over the last 10 years for Mimecast, which specializes in e-mail and data security products and does a substantial portion of its business with Office 365 customers.

"As we have continued to engage with our rapidly expanding ecosystem of resellers globally, we developed a stronger global strategy," Martin said in a statement. "Simplicity is a core value of the new program and we want to ensure our joint engagements with resellers are easy and rewarding for everyone involved as we service our customers together."

Other new channel appointments announced Tuesday include Shawn Pearson, a former Hewlett-Packard vice president of inside sales, who is now vice president of channel sales for North America at Mimecast; and Rema Lolas, who is taking over as channel director in Australia and New Zealand.

The changes come as Mimecast says it is driving toward a primarily channel-focused business. In the company's Q3 earnings call in February, Chairman and CEO Peter Bauer said the range of business coming in from the channel is approaching 75 percent of new sales. At the time, he telegraphed the investments in channel that Mimecast announced Tuesday, and also made clear where Mimecast sees its biggest opportunities geographically.

"North America and continental Europe are two real focus areas for us [in] building out our channel practice even further over the next year," Bauer said on the investment call.

Posted by Scott Bekker on April 10, 2018 at 12:39 PM


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