For the second year in a row, our very own Sean Broderick, director of U.S. channels, has been named one of CRN’s 2014 Channel Chiefs. We couldn’t be more proud of Sean and his team when it comes to driving our channel success and awareness in the U.S.
You may be wondering: What makes a Channel Chief? This year’s Chiefs were selected by the CRN editorial team based on channel experience, program innovations, channel-driven revenue and public support for the importance of IT channel sales. Sean, a worthy Chief indeed, has not only blazed new trails for Mimecast’s U.S. channel program, he has evangelized the importance of the channel throughout the entire IT industry. Since joining Mimecast less than three years ago, he has played a major role in increasing the size of our U.S. partner base by 500 percent. And he designed a channel program that provides full support to our U.S. partners, helping them grow their customer bases and strengthen operations.
We look forward to a successful year in the channel as Sean and his team execute new plans and innovations to help aid our current partner base, and new ones to come.
The 2014 Channel Chiefs list is featured in the February/March issue of CRN, and online at www.CRN.com.
Mimecast has been named a bronze winner in the Company of the Year Medium Sized Business category for the Best in Biz Awards, the only independent business awards program judged by members of the press and industry analysts.
This is our latest win in a long list of awards this year, including being named one of The Boston Globe’s 2013 “Top Places to Work.” These award wins support and underscore the hard work we have been doing as a company to make Mimecast a top cloud email archiving and security provider in the U.S.
2013 has been an explosive year for Mimecast. We celebrated our ten year anniversary, and experienced major employee and financial growth, as well as a geographical expansion including the opening of a new, larger North American headquarters in Boston, Massachusetts. We also chose two growing U.S. cities to open offices – Dallas and Chicago – and expanded operations in San Francisco. Over the course of the year, Mimecast also increased its U.S. employee base to represent a third of the company’s overall global workforce.
This has been a standout year for Mimecast’s employees, partners and customers in North America. But our journey has only just begun. We look forward to the road ahead as we grow into 2014!
Within five years of opening our North America operation, Mimecast has been named by The Boston Globe as one of Massachusetts’ best employers in the publication’s Top Places to Work magazine, for a second consecutive year. At a reception hosted by The Globe, Mimecast was awarded the 19th spot on a list of 40 medium size companies.
This award is near and dear to us, because it is centered on our employees, and we value the hard work and time spent growing our company. Mimecast’s culture is built on collaboration, work-life balance, and physical and mental wellness. We support employees with wellness-conscious perks that promote a positive and collaborative work environment, including a wellness studio with yoga classes; a fully equipped gym and shower area; catered healthy lunches; relaxation area; and smoothie bar.
Mimecast has a social, collaborative work environment. We also encourage our employees to work together with an open floor plan where no one has a separate office – not even our CEO. Employees also have the option to work from home to support their work-life balance.
We are honored that The Globe recognizes our culture and effort as an employer, and we look forward to what’s in store for next year’s survey as we continue to grow as a business.
Meet Sean. Not only does Sean lead Mimecast’s North American channel operation, he was recently recognized by CRN as one of its 100 People You Don’t Know But Should! The CRN list recognizes individuals – unsung heroes, if you will – at vendor organizations who are responsible for driving the behind-the-scenes efforts in channel marketing, operations and sales.
What landed Sean on this exclusive list? Maybe it’s the fact that while in the past year alone, as Mimecast's Channel Chief, he has tripled the size of its U.S. partner base.
I recently sat down with Sean to learn more about the secret behind his success, and wanted to share our discussion. Enjoy our Q&A:
Q: What are three elements to leading a successful channel operation?
A: First, as a company, we need to internalize that we are a channel organization rather than we have a channel organization, which means we need to design our corporate goals and action plans around a channel go-to-market plan, rather than set aside a few resources to go build a channel. Having a channel organization means that there are a number of people within the company dedicated to thinking about the channel – being a channel organization means that everyone is.
Also, the key to success is modelling a value proposition to partners that they can not only relate to, but that they also find easy to work with. Our value proposition to our partners – recurring revenue, high margins, widely adopted technology – are all easy concepts to grasp and get energized about. We are always looking at our processes to ensure that we are easy to do business with.
The final challenge is creating trust and loyalty. The key to developing trust and loyalty is transparency with your partners and having a process in place to manage conflict, which is inevitable. Our partners need to know that Mimecast is going to protect their interests.
Q: How did this approach lead to tripling the size of Mimecast’s U.S. partner base last year?
A: I think the widely adopted technology aspect has been a big driver. Mimecast technology can calculably benefit any organization that manages data and/or uses email. It’s that simple. The key for us has been creating a frictionless process to enroll, enable and engage our partners to make them successful. We have some pretty unique vehicles and programs in place to help make our partners successful. Of course, there are cornerstones like deal registration and MDF, but other things like dedicated cold calling resources for blitz days, and renewal protection that builds annuity, have been well received, and have demonstrated real value to our partners.
Q: In your own opinion, what makes your personal approach/philosophy stand-out in the industry?
A: Mimecast's culture is unique - humility is top priority. I have worked hard to grow and develop this as part of our channel culture. It gives us a sense of confidence that we don't always have to know the answer, so we can experiment a bit. If something works, great. If not, we are nimble enough to change it quickly before it can have a negative impact.