**Editor’s Note: Click here to see which channel people were on the move in December.**
Rubrik‘s new vice president of worldwide channels plans to increase the company’s focus on training to allow partners to become experts on its cloud data-management technology.
Bertrand Yansouni has helped design and execute go-to-market strategies at enterprise technology companies for more than 25 years. In his most recent role as Google Cloud’s vice president of global partner sales and strategic partnerships, he was responsible for a go-to-market community of 13,000 partners and led a business unit that achieved 300 percent year-over-year growth.
With Rubrik, he is charged with developing and leading the global vision and strategy for its partners.
“From day one, Rubrik has pursued a 100 percent channel driven go-to-market strategy,” said Bipul Sinha, Rubrik’s co-founder and CEO. “We’re excited to broaden our capabilities with Bertrand taking leadership of channel and Randy Schirman focusing exclusively on our rapidly growing managed service provider business. Bertrand’s 25 years of experience building high-performing channel organizations is a big win for Rubrik, our partners and customers.”
“As an early adopter of Rubrik technology, I am encouraged to see Rubrik aggressively invest in the channel as their singular go-to-market strategy,” said Mike Carter, co-founder and CEO of eGroup, a Rubrik partner. “Their long-view focus on top personnel, coupled with a brilliantly simple product that delivers immediate customer outcomes, makes Rubrik the obvious long-term partner for eGroup and the data management needs of our clients. We look forward to working with Bertrand, and the entire Rubrik team, to further deliver eGroup’s brand of ‘speed and certainty’ on the Rubrik platform.”
In a Q&A with Channel Partners, Yansouni talks about the challenge ahead leading Rubrik’s channel strategy.
Channel Partners: Why did you want to join Rubrik?
Bertrand Yansouni: When I did extensive due diligence on Rubrik, there were a few things that really stood out for me. First, as a salesperson, I’m a huge believer that great success starts when you have great technology that brings huge cost savings and tremendous value. To have great technology that does that, you really need outstanding engineering, and it was very clear to me that here at Rubrik there is a deep culture of engineering excellence and innovation. These are the hallmarks of any great software company. That was a very important component. And second for me was the market fit, the product fit and the channel fit. Rubrik and its partners are bringing massive positive disruption to a huge market, and it’s a huge market in which there has been a complete lack of innovation in the past one, two, even three decades. Because of that, companies are essentially doing the same thing in the backup and recovery space as they have been doing for the past 10-20 years in dealing with complexity, dealing with pain and dealing with expense — because there has been no better alternative. Now with Rubrik, there is, and because the company has really hit the nail on the head in terms of the products and market fit, we’re just experiencing that explosive customer adoption and customer growth. And then the third and final thing is …