Tom Corrigan

Name: Tom Corrigan

Role: Director, EMEA distribution and systems integrators, Mimecast

Spirit animal: Bee

Walk-on song: Happy (Pharrell Williams)

How would you summarise Mimecast's channel philosophy?

Mimecast enables businesses to work protected - operating on a channel first strategy, we care deeply about our fantastic partner community. We need the reach that is only achieved through predictable and effective partnering and we also need the channel and their army of sellers, marketeers, and consultants that help influence their customers' technology selection and buying decisions.

On the other Mimecast builds software that these same partners and their customers need to keep their people, data, and technology safe. It's an ecosystem that works!

The big changes this past year have been the addition of deal registration for customer expansion, launched last August and massively successful in building new channel sourced pipeline

Tell us about Mimecast's partner programme in 100 words or fewer…

Our channel programme is designed in a way that mirrors the core of our trusted business model. The programme aligns in three key pillars.

• Acquiring New Customers

o Bullet proof deal registration

o AI-powered Email Security and Cyber Resilience that is a must have for Microsoft and Google Workspace customers

• Keeping them forever

o Smooth onboarding

o World class partner enablement

o Customer Success strategy

• Protect in depth

o Deal registration for customer expansion

o A wide product set that keep customers' communication secure especially since email-related threats such as, phishing attacks and malicious links continue to challenge the defence system of organisations, with phishing attacks and malicious links. And as per our latest State of Email Security Report, 53 per cent of those surveyed here in the UK admitted that throughout 2021, they've seen a significant increase in BEC related attacks across their organisation.

How many partners do you work with in the UK?

Across our reseller, MSP, and systems integrator base we work with over 700 partners in the UKI.

Are you looking either to expand or reduce that? If so, what partner profile does this apply to?

As the partner community grows and the competitive landscape changes, we are always looking to onboard and engage new partners.

Have you made any major changes to your partner programme recently, or are you about to?

The big changes this past year have been the addition of deal registration for customer expansion, launched last August and massively successful in building new channel sourced pipeline. We have also completely refreshed our technical certification tracks to help our partners consult more effectively.

Describe your perfect partner?

That's a tough one! I'd go with one who is loyal to vendors where predictable, consistent behaviour underpinned by trust are the critical components. I'm lucky that a lot of names come to mind!

In which areas would you most like to see your partners invest over the next 12 months?

The security ecosystem is the big play right now and will remain so into the future. Customers typically deploy many security technologies, connecting these technologies to deliver defence in depth is a top priority at the customer. As a cloud native, fully integrated platform Mimecast is API enabled and with that value we have an important role to play in helping the channel take a lead and to develop their messaging and services offerings to support integration conversations and associated end customer initiatives. This comes as many organisations (74 per cent) continue to express significant interest in working with a cybersecurity that has an open API platform, according to the State of Email Security report by Mimecast.

Mimecast has an immediate priority in terms of partner development which is the addition of a true value-added distribution partner and supporting programme. This is a new and very exciting development for Mimecast and more to follow very soon!

How do you see vendor channel programmes and channel engagement models evolving over the next few years?

Mimecast has an immediate priority in terms of partner development which is the addition of a true value-added distribution partner and supporting programme. This is a new and very exciting development for Mimecast and more to follow very soon!

What are your priorities for the next 12 months?

Now a privately held company, Mimecast remains as ambitious as ever. Closing the ever-narrowing gap to +$1bn in annual recurring revenue remains a key objective. Another is building out our SecOps play with strategic ecosystem partners, this is critical to customers and to the channel community too. Watch this space.

Do you feel Mimecast is doing enough to cater for non-resale partners, including those that sell technology as a managed service, ISVs, or agents?

From an MSP point of view, where we are experiencing explosive growth, we are taking great strides to make it easy to do business with us. This year we have delivered portal and process simplification and we will continue to.

As referenced already we are also investing considerable resources in continuing to build out our partnerships with strategic ecosystem partners; XDR being a very relevant example.

Closing the ever-narrowing gap to +$1bn in annual recurring revenue remains a key objective

Is direct-channel conflict ever an issue in your partner ecosystem, and if so, how do you mitigate that?

We operate with and through our amazing channel without exception and it makes the job of our channel teams much easier.

Name one trait you prize highly in partners, and one you deplore.

The most valuable trait is unwavering loyalty while doing business and especially during new customer pursuit. Loyalty meaning we win together, or we lose together, and our track record is exceptional in winning together.

On the other hand, it can be frustrating when a partner backs several competing vendors in the same opportunity.

How do you feel Mimecast's margin proposition stacks up against your peers?

Mimecast expects to rank amongst the leaders when measured in a strategic partners profitability tables. With margin rich deal registration discounts for both new and upsell business supported by a renewals assurance program we punch as a heavyweight however we remain agile and nimble when getting after new opportunity with our partners. It's a winning combination for us and for our channel.

If you could wave a magic wand and change one aspect of your channel performance or strategy overnight, what would it be?

I wouldn't change any one thing as we are in a great place however I would ask that magic wand to help us, and our partners, to repeat at an EMEA level what we did last year.

And winning another CRN Security vendor of the year award in 2022 would be great too.

What's the most challenging aspect of being a channel leader?

The challenging aspect for me can also be a fun and interesting aspect. As channel leaders we get opportunities to visit amazing venues, locations, and establishments. Balancing that effectively with family life and with community commitments can be tricky, however a great leader once said to me that his commitments outside of work spoke to never missing a family event or a major community one too. I follow that as a 1st principle, and it works.

Tell us something about yourself most people won't know