Alteryx: ‘The UK is our largest international region’
Rishi Kapoor talks international momentum, recruiting new partners and C-suite changes
AI and analytics platform developer Alteryx, which generates “a very large part of revenue” from the channel, sees the UK contributing between 20 and 30 per cent of its global top line, Rishi Kapoor, head of worldwide partner sales engineering and solutions, tells CRN.
Momentum in the region accelerated pre-Covid and continued throughout the pandemic, explains the leader.
Post-pandemic, growth increased further as companies now aim to do more with fewer tools.
“Alteryx integrates easily, is platform-agnostic and is available through marketplaces such as AWS,” says Kapoor.
The UK is now the California-based organisation’s largest market within its international segment, contributing to roughly half of international growth.
Still within the region, it works with GSIs as well as local solution providers.
“We also work with partners who operate with both us and our competitors, as well as cloud data platforms such as Snowflake, Databricks and Google,” adds Kapoor.
“We work in a complementary way with cloud data providers and hyperscalers.
“Within that mix, some partners actively sell Alteryx and bring opportunities and clients to us, while others prefer not to do that due to how their business is structured and instead focus on supporting us.”
In terms of public sector, it works closely with the NHS, government departments, defence and higher education, primarily through partners with established relationships.
“We are embedded in many universities, both in teaching and operational use,” explains the sales chief.
The business counts over 30 active partners across the UK, out of 400 globally.
Some of its main collaborators include Accenture, PwC and KPMG.
Looking ahead, Alteryx intends to recruit new firms, driven by new technologies.
“Alteryx has been around for over 27 years, and effective AI solutions still depend on well-prepared, governed data. That has always been our strength.
“We want partners with strong AI strategies who understand where Alteryx fits into that value proposition.”
It also works with innovation partners, particularly in financial services and insurance, alongside smaller solution providers.
Beyond resellers, the firm engages with distributors in the US, especially to support the public sector there, a model likely to expand within its home country and internationally.
“Leadership is always looking at how we can scale quickly with partners, so distribution will likely become more relevant in international markets,” says Kapoor.
Globally, he identifies EMEA and APAC as strong growth regions.
In EMEA, Saudi Arabia is showing significant opportunity, France is advanced in AI maturity, particularly in financial services, and Central Europe is strong in automotive, supply chain and manufacturing.
In APAC, the firm is growing in markets such as Hong Kong, China, Indonesia, Malaysia and South Korea.
Australia also reportedly shows strong potential, particularly in the public sector.
The IT vet adds that the company’s leadership is pursuing both incremental and exponential growth through partners and that, in some regions, channel-led revenue can be as high as 98 per cent.
Internal changes
As the vendor adapts to AI, it has also evolved internally.
“We aim for over 20 per cent productivity improvement through AI,” highlights Kapoor.
“We run a customer zero programme, building internal use cases and sharing them externally.
“AI enhances roles rather than replacing people.”
Alteryx has also been through changes since its buyout by Clearlake Capital Group and Insight Partners in 2024 for $4.4bn (£3.3bn).
Going private allowed the organisation to focus on product and innovation while maintaining culture, transparency and people as priorities, and triggered a C-suite reshuffle.
In 2024, Andy MacMillan became CEO.
Since then, the company has named Steven Birdsall as CRO, Arvind Krishnan as CTO, Jon Pexton as CFO, Ben Canning as chief product officer, Nali Giliana as chief of staff and strategy and Michelle Huff as CMO.
“The executive team is stable and customer-focused,” says Kapoor.
“Leadership is non-hierarchical and highly transparent.
“[MacMillan] empowers innovation and risk-taking. Failure is accepted as part of learning.”
Rather than using investment funds on acquisitions, Kapoor explains the firm’s focus is on strengthening Alteryx One [the vendor’s enterprise analytics platform] and building strong partnerships.