**Editor’s Note: Click here to see which channel people were on the move in November.**
Carbonite has appointed channel veteran Jessica Couto to lead channel sales and marketing for its latest product suite and expanded partner programs.
Couto is now vice president of North American channel sales, and is charged with driving the growth of Carbonite’s SMB IT channel. She joined the company in October after more than two years as director of worldwide channels at Bit9 + Carbon Black, and leading eastern U.S. sales for Kaspersky Lab.
“Jessica is an industry veteran with proven experience in accelerating indirect sales businesses for technology companies,” said Mohamad Ali, Carbonite’s CEO. “Her ability to forge long-lasting relationships with channel partners makes her a valuable addition to the Carbonite team and we think our partners will value her insight, counsel and support as they look to grow their businesses, too.”
Couto has more than 10 years of channel experience.
“I’m joining Carbonite at a rather exciting time,” she told Channel Partners. “The company has been making significant advancements in the channel over the past several years and their commitment to the small business market, in particular, is promising: More than 72 percent of SMBs are looking to invest in business-continuity solutions over the (next) 12 to 24 months. I’m looking forward to helping our channel partners capitalize on new revenue opportunities in a largely unexploited market.”
Couto said she first plans to connect with Carbonite’s partners, and listen to their wants and needs.
“By identifying their particular pain points, we can then decide what areas of our partner program should be revitalized or improved,” she said. “It all comes down to creating margin-rich opportunities for our partners, helping them meet their business goals and provide value for their customers.”
From the corporate side, Couto said she’s looking to increase Carbonite’s percentage of revenue that comes through indirect sales, “which will result from strategic enhancements to our partner program, including a focused verticalization of services and better enablement for partners.”
In October, Carbonite announced five new backup products ranging in size from 4 to 8 terabytes, and a new version of Carbonite Server Backup – Carbonite Server Advanced. The enhanced portfolio allows SMBs to maintain operations at near-continuous levels, the company said.
Carbonite also expanded its partner trial program so IT service providers in its network can offer their clients free trials of Carbonite Server Pro Bundle, which includes both server and workstation backup technology. This trial complements the other services offered in Carbonite’s partner program, including sales and technical training, market development funds (MDF), product discounts and more.
Carbonite has more than 7,000 partners, ranging from VARs to MSPs. It also has partnerships with distributors like Tech Data and SYNNEX, and national service providers including CDW, Tiger Direct and PCC.
“In 2016, we’ll look to continue the strong momentum we’ve established in the channel, capitalizing on our strengths and improving upon a few services to better meet the needs of our partners,” Ali said.