Greg Jones Greg is VP of business development, EMEA at Kaseya/Datto. He is responsible for expanding and driving the success of Kaseya's partner programme and unique managed service provider (MSP) ecosystem across the EMEA region.
With over 20 years of experience in the IT sector, Greg is a leadership expert who challenges MSPs to think outside the box and question the status quo about what can be achieved with the right technology and business processes. Partners and customers love his pragmatic & practical strategies that can be easily implemented to lead to big business results. Prior to joining Datto in October 2019, Greg was CTO for a large MSP in the Northwest of England.
Greg's passions extend to the greater MSP community where he serves as Executive Council Leader for CompTIA & he is also chair of the UK/I Cyber Security committee for CompTIA, as well as acting as an advisor for their Advancing Women in Technology board. He is also a leader of Datto's Diversity, Equity & Inclusion Council.
Greg is also a business ambassador for Alder Hey Children's Charity, whose mission is to support the young patients, families, and the staff at Alder Hey Children's NHS Foundation Trust in the UK.
When Greg is not focused on businesses & technology, he can be hard to find given his love of travel. You can be sure though that he'll probably be somewhere near a beach or a mountain.
Number of years in current role:
5
Number of years in current company:
5
Number of years involved in indirect sales:
12
Reporting to:
Dan Tomaszewski - executive vice president of channel.
Percentage of sales generated through the channel:
Declined to disclose
Describe your personal channel philosophy.
My channel philosophy is deeply personal, rooted in my passion for catalysing the growth and success of others. I thrive on guiding businesses through transformative journeys, furthermore, the philosophy emphasises proactive engagement with market demands, challenging the status quo, and driving innovation for a more profound return on investment, both for our business and our MSP partners. I am also a strong believer in giving back in all that I do & I truly believe that together we are better as an industry, we can achieve so much more working together.
What were yours and your organisation's biggest channel accomplishments over the past year?
In the past year, I've driven growth amid uncertainty, revitalising our global partner programme for enhanced collaboration. I've also deepened insights into challenges within the SMB & SME landscape, aligning strategies between the business and partners. These efforts position our channel for sustained success with 30 per cent year on year growth.
Our partner organisation has achieved remarkable success in the channel, prominently marked by the substantial growth witnessed among partners leveraging our IT Complete platform. The platform has become a catalyst for elevated performance, enabling partners to navigate the complexities of the digital landscape with agility and efficiency.
Notably, the collaborative efforts with Kaseya have empowered our partners to drive true cyber resilience, aligning their operations with cutting-edge security measures. Furthermore, partners utilising Powered Services Pro have demonstrated a keen focus on sales and marketing strategies, yielding impressive business results.
The emphasis on these strategic initiatives has not only fortified our position as industry leaders but has also solidified our commitment to providing comprehensive solutions that propel the success of our partners in the dynamic and competitive channel environment. These accomplishments stand as a testament to our dedication to fostering growth, innovation, and excellence within our partner community.
In what areas would you like to see your partners invest in 2024?
In 2024, I would highly encourage my channel partners to strategically invest in driving automation and efficiency within their operations. Prioritising cybersecurity remains paramount in this ever-evolving digital landscape, safeguarding both our businesses and clients.
Embracing continuous learning with teams is key to staying ahead in the tech industry, fostering a culture of adaptability and innovation. Additionally, recognizing the value of joining a peer group can provide invaluable insights and collaborative opportunities, enhancing our collective growth and market influence. These investments collectively position our channel partners for sustained success, resilience against threats, and a dynamic edge in the competitive landscape.
What will be the biggest challenges facing your partners in 2024?
In 2024, our partners are poised to grapple with multifaceted challenges. Sales and marketing will persist as perennial hurdles for MSPs, demanding strategic innovations. The scarcity of skilled tech talent intensifies, with the dual challenge of attracting and retaining personnel.
Compounded by economic uncertainties, including slowed growth & inflationary pressures, navigating the financial landscape becomes a pivotal concern. As we confront these challenges head-on, a focus on dynamic sales tactics, robust talent acquisition strategies, and adaptive financial planning will be crucial for our partners to not only weather the storm but emerge resilient &thriving in the competitive tech landscape of 2024.
How is your organisation's market development strategy (MDF) changing this year?
In 2024, our organisation is significantly enhancing its strategy around market development Funds (MDF) by allocating a record amount to the program, surpassing previous investments. This increased financial commitment underscores our dedication to empowering partners' growth and collaborative marketing efforts.
Additionally, we are expanding access to the MDF programme, reaching out to a broader spectrum of partners. This inclusive approach aims to maximise the impact of our MDF initiatives, fostering a more expansive and dynamic channel ecosystem. By prioritising increased funding and broader partner participation, our strategy seeks to catalyse stronger market development and mutual success throughout the coming year.