Mimecast’s Micheal McCollough talks programme changes and partner evolution

The new SVP of worldwide partners & alliances teases potential tweaks to the framework and reveals what partner types the vendor wants to work with more

When Micheal McCollough, Mimecast’s new senior vice president of worldwide partners & alliances, stepped into his role in July, he made the choice for three reasons: the vendor’s portfolio, people and reputation.

McCollough joined Mimecast after just over a year at security vendor Anomali.

“Mimecast has acquired two companies, Code42 and Aware, which helps us be able to tell more of a human risk story, McCollough tells CRN.

“We're now able to have more visibility and more insights on how customers want to make sure their data is being protected and they're not moving files into the hands of people who shouldn't have them.”

McCollough highlights his longstanding relationship with several Mimecast execs before touching on the vendor’s reputation.

“I talked to a lot of partners and distributors who felt Mimecast had great technology, great people, and clear rules of engagement.

“They love the fact they feel they can grow and do business with Mimecast.”

Priorities in first six months

As he settles into his new role, McCollough outlines his focus for the first six months.

Number one on that list is making sure he understands what partners want from Mimecast, what’s working and what’s not working.

“And trying to address the opportunities to improve how we engage with them,” he adds.

The second priority, McCollough continues, is making it easier for partners to work with the vendor.

“We have great technology and great teams, but sometimes it looks like we can do some things to make it easier for our partners to engage with us, whether it's giving us a new opportunity or leveraging our portal.

“Third is making sure we've made a big push to work with AWS and tech alliance partnerships. So how do we work with partners so they understand that, so we can have that better together story for our partners?

“That’s through spending time with our distributors, resellers and MSPs, coupled with our strategic alliance partnerships, and seeing how we really tell that better together story to try to work together to grow new business and secure and continue to secure our install base.”

Finally, enablement with outcomes.

“I want to make sure we're tying that enablement to demonstrable outcomes, ensuring that if a partner is certified, they can demonstrate the capabilities we're looking for.”

Partner programmes changes

McCollough acknowledges the typical behaviour of new leaders wanting to make changes once they’ve arrived, and praises Mimecast’s current partner programme.

“But I would like to continue to see how we evolve our services strategy,” he adds. “How do we want to incentivise partners to provide more of their services and leverage our services?

“How can we continue to make sure that, as we have this large install base of customers (over 40,000), how do we make sure we have the right benefits and incentives for partners to continue to manage that install base?

“So that's another tweak around the install base and renewals and customer success.”

Thirdly, McCollough wants to see more clarity around how Mimecast provides the right tools to help partners support customers.

“We have NFRs, we have demo environments, but how do we continue to evolve that as we continue to diversify our portfolio?

“So I don't see a change in the programme, but I do see some possible modifications as I continue to learn more and more about our offerings and learn more about what we do for our partners.”

Partner expansion

Mimecast currently works with an array of partners, including several Top VARs such as Softcat, Bytes, Exclusive Networks, Ignition Technology, CDW and SHI.

However, McCollough reveals there's a potential to play with large MSSPs and the GSIs.

“Partners who have a large services player, whether it's the big GSIs like Capgemini, Atos, Kyndryl, or some of the large MSSPs, like British Telecom, Orange Cyber Defense, and OBS.

“I do see an opportunity to work with those larger sizes particularly as it relates to our human risk story.

“The opportunity for those companies to provide consulting services, advising services, managed services. So I can see the partner types evolving a bit.”

Sounding off on his message to Mimecast’s current partners, McCollough lays down where he’d like to see them investing more.

“Marketing activities that drive top of the funnel pipeline are great, but I would like to see how we continue to nurture those customer relationships, both prospects and customers.

“So, spending more time on what we call mid-funnel marketing, talking to a prospect, and now they're interested in making sure we're providing them insights so they can see the value of why they should choose Mimecast.”