Capitalizing market shares in cloud computing on a global scale is what Thomas Hansen, Global VP Sales & Channels at Dropbox, has been over performing in, over the last years. Before making the move to Dropbox, Thomas was 14 years at Microsoft and in his last role, responsible for the SMB worldwide. “In order to reach the existing 100 Million small businesses around the globe with SaaS, it is key to roll out a multi-channel strategy”. But what does it mean and how does it work?
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Software-as-a-Service is becoming utility to any company. But, still many cloud startups are having challenges to grow top-line, because of a weak go-to-market strategy. In fact, it’s never about a bad product when startups pull the plug, but due to poor traction. In the interview, Thomas shares his lessons learned in how to roll out a global multi-channel strategy for a low-touch cloud product and its unit economics. A strategy, that slingshots Microsoft and Dropbox cloud portfolio, into millions of businesses worldwide, by leveraging the power of local channel partners.
In a couple minutes of your time watching the video, you can expect to hear / learn about:
- Which alliance partners can help
- Moving out of the comfort zone
- An entrepreneurial endeavor within Microsoft
- Seattle vs. Silicon Valley Innovation
- How a dream comes true
- How Satya Natella is shaping Microsoft
- The importance of staying close to the ecosystem
- Why channel-business is key to Cloud GTM Strategy
- What matters when going indirect
- Where to start when building a channel business
- How to build the largest ecosystem of channel partners
- The opportunity for Silicon Valley startups to approach large-scale distribution
- Paths how to scale low cost and reach millions of companies
- Unit of economics for SaaS channel business
- Activation period from zero to meaningful volumes
- The role of education and training in channel business
- Small Medium Business behavior & its IT needs
- Dropbox multi-channel strategy
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Originally published at whatittak.es.
