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Datto's Borcherding: 85% Of SMBs Lack Backup, BC/DR

By Lorna Garey
February 22, 2016 - Article

Lorna GareyWe recently sat down with Brooks Borcherding, chief revenue officer for Datto, to check in on his first few months on the job; he signed on at the end of November 2015. Borcherding, while new to Datto, has deep experience in IT, cloud computing, channel and services. He was previously the president of consultancy Cloud Advisory Services, senior vice president of enterprise and carrier sales at Time Warner Cable, and he led NaviSite through its global expansion and 2011 acquisition by TWC.

He also had successful stints at Avaya, Cisco and Accenture.

Datto's Brooks BorcherdingBorcherding, who as CRO is charged with overseeing revenue growth for Datto's sales, marketing and business-development teams, takes an expansive view of his role and says partners may consider him a resource for advice around business topics, such as transitioning to a recurring revenue model. Why’s that important? He sees annuity-based businesses as intrinsically better suited to weather rough economic weather versus depending on hardware sales, which can sink along with business’ stomach for capital expenditures.

Channel Partners: What's new with you and Datto since we spoke in January, when you did the SIRIS price reductions? You mentioned that you were looking to drive Datto toward an as-a-service model. Have you made progress there?

Brooks Borcherding: It's been a very fast-moving few months. That price reduction has been incredibly well-received. We brought that out at the beginning of January. I just got back this weekend from a trip to the U.K., meeting there with our partner advisory board, and the feedback generally has been as good, if not better, than we had hoped. We’re really helping to reduce the barrier to entry for them with their customers, helping them compete more aggressively in the space and drive the business.

We're continuing to be quite aggressive in our posture in the marketplace. We’re starting to do a lot in regards to partner enablement, to help them compete. We're providing a lot of new, fresh, competitive information, for example.

CP: As chief revenue officer, how are you reaching out to partners? For example, many are stressed about transitioning to monthly recurring revenue.

BB: First of all, we’ve launched our Partner Community Forum, our own internal social community for partners to engage with us, or with each other, on a variety of different topics. There's a section in there for sales and marketing, for example. There's a section for technology and products. There's a section in there for overall advice in regard to developing businesses. That forum has been very well-received.

I personally have been very active in that forum just as a way to, one, introduce myself, but also to engage and ...

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