'Rely on partners to scale up quickly': New global VP channel sales at Scality

Scality's new global channel chief Eric LeBlanc outlines his priorities for quadrupling the ARTESCA business in 2024

Eric LeBlanc is taking over the position of global VP for channel sales and GM of Scality's ARTESCA business.

LeBlanc is now extending his responsibility beyond EMEA and Asia-Pacific into a global role to drive channel sales across all regions, including the Americas.

In an interview with CRN he tells us how his main responsibilities are now to accelerate the company's business with channel partners, especially in the US, UK, Germany, and France.

LeBlanc says he is aiming to triple or quadruple the ARTESCA business in 2024.

"We need to accelerate there by onboarding new partners and growing business with existing partners," he explains.

"My strategy is to sign distribution agreements with major players focused on backup and ransomware protection markets - especially VADs and broadliners already familiar with these markets.

"Our ARTESCA product fits well into their portfolio since they lack storage offerings, so we bring significant value.

"With over 45,000 VARs and 10,000 SPs worldwide, the Veeam addressable market is substantial.

"We have strong engagement alignment with partners at both corporate and local levels."

While he couldn't share specifics as contracts are still being finalised, LeBlanc said that Scality is currently negotiating agreements with "some of Europe's largest distributors".

He also says that the vendor hadn't tapped into distribution before because it was previously focused on enterprise products.

"It's hard to scale that route. Now with ARTESCA's SMB focus, the channel strategy has changed.

"Our priority is to efficiently onboard interested resellers amid high demand.

"We've improved enablement tools like our partner portal and are offering more self-service training to get partners productive faster."

Scality has been 100 per cent channel focused for the last few years and LeBlanc believe it is the best way to gain partners' trust.

"We also guarantee at least 25 per cent margin to incentivise partners and protect their profitability."

As we look ahead to 2024, he explains ransomware protection and hybrid cloud infrastructure are the big 2024 trends he is focused on.

"Investments remain concentrated on our core backup and data management products rather than new technologies."

A channel veteran

LeBlanc has been working in the tech world for over 30 years and has been channel-focused for about 20 years, starting with channel sales roles at IAtos, Infovista, Silver Peak, and Symantec.

"I've been responsible for Europe, and outside Europe for many vendors.

"I've always been a strong channel advocate, pushing for go-to-market strategies based on partners. For me, this is the only way to scale a company, whatever its size.

"If you want to scale up quickly, you have to rely on channel partners."

Scality had also recently appointed former HPE and VMware CRO with the aim of putting more emphasis on the channel.