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Rubrik -  - Leadership Lab: Bertrand Yansouni on Building High-performing Channel Partnerships

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Leadership Lab: Bertrand Yansouni on Building High-performing Channel Partnerships

Bertrand Yansouni recently joined us as VP of Worldwide Channel to lead the vision and strategy for Rubrik’s channel partners. He brings 25 years of experience building go-to-market strategies at enterprise tech companies, including his most recent role as Google Cloud’s VP of Global Partner Sales & Strategic Partnerships. I had the chance to chat with Bertrand about building high-performing channel organizations and leveraging Rubrik’s platform to create market opportunities for its partners. You’re an industry veteran who has driven the channel strategy at tech leaders such as Google Cloud, VMware, and Cloudera. What has been your most valuable lesson about building high-performing channel partnerships? I certainly feel that I’ve learned a lot of lessons throughout my career and that the learning process is never over! When it comes to building high-performing channel partnerships, the most valuable lesson I’ve learned is that there simply are no shortcuts. Building high-performing channel partnerships takes a lot of hard work, requires a lot of “intellectual honesty,” and most of all, it takes unbending integrity.   What do you mean by “intellectual honesty”? What I mean is that as a technology vendor, it’s very easy – at a simplistic level – to think about…
Rubrik -  - Fireside Chat with Randy Schirman, Rubrik VP of WW Channel & Service Delivery Partner Sales

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Fireside Chat with Randy Schirman, Rubrik VP of WW Channel & Service Delivery Partner Sales

Randy Schirman joined Rubrik in May 2017 to lead its worldwide service delivery partner sales. Since then, he has created a Service Delivery Partner Program at Rubrik that enables service providers, systems integrators, IT Outsourcers, and Hosting companies to offer differentiated services, enable new revenue streams, and drive superior products and performance. Randy brings over 15 years of executive experience, which includes building service provider & systems integration business units, along with leading WW channels and sales organizations within the data communications industry. You had a successful and promising career as the Chief Revenue Officer of Optanix. Before that, you were VP of Worldwide Sales at Talari Networks and Sr. VP of Worldwide Channels at Riverbed. Why did you decide to join Rubrik? As I had opportunity to discuss the market and Rubrik’s vision of a go-to-market solution with the management team, curiosity became interest, which evolved to a passion.  So, many partners delivering legacy services such as BaaS, DRaaS, and IaaS are searching for the ability to differentiate their brand in market. I was drawn in by the opportunity to create a program and align business, financial, and technical solutions from a born-in-the cloud perspective versus retrofitting a legacy company to try a…
Rubrik -  - How Rubrik Delivers a World-Class Customer Experience

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How Rubrik Delivers a World-Class Customer Experience

Rubrik recently received the NorthFace ScoreBoard AwardSM from Omega Management Group Corp. for providing excellent customer support in 2016. Giri Iyer, VP of Global Customer Support and Success, explains how he maintains high-quality service among a rapidly-growing customer base. What makes Rubrik’s customer support different from other companies? Rubrik places customer satisfaction at the forefront of support. One way this is achieved is through customer advocacy, meaning that we work with customers to better strategize our product and experience. This internal engagement allows us to understand the needs and pain points of our customers. We have established multiple channels for our “Voice of the Customer” program. In addition to closed case surveys, customers can use embedded thermometers for every case update to provide real-time, one-click feedback. The VOC program also provides an “ideas forum” where they can submit new product ideas, view existing ideas from other customers, and up or down vote ideas. This platform allows customers to connect with Rubrik support, product management, and engineering. All feedback we receive is reviewed – no matter what – and then acted upon by the team. Constant monitoring of results is also a critical step of this process. What is your philosophy…
Rubrik -  - Leadership Lab: Ashish Gupta on Building a Team of Relentless Learners

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Leadership Lab: Ashish Gupta on Building a Team of Relentless Learners

Ashish Gupta recently joined Rubrik as VP of Engineering, India to spearhead a team in Bangalore. With 20 years of experience in technology, including his previous position as VP of Engineering at Flipkart, he is well-versed in driving rapid revenue and team growth. I had the chance to chat with Ashish about recruiting world-class talent and building a strong engineering culture. What is your philosophy on building new teams and recruiting top talent? I believe in the power of small, two-pizza teams in which every individual has ownership of large product problems with significant impact. There are 3 core parts of this strategy:  World-class talent: Hiring top talent refers to skill, as well as the intellectual capacity and courage to go up against tough unsolved problems. Mentorship: Build a pool of senior engineers who have deep experience in solving product problems from scratch and building large-scale, distributed systems. Put one senior engineer in every team to mentor teammates. Large, challenging problems: Identify raw problems at the product problem-statement level that engineers would love to solve. Pairing talent with problems, and giving your people the autonomy and confidence to execute, achieves the best results. This creates a virtuous cycle of world-class…
Rubrik -  - Leadership Lab: Mark Smith on Understanding Balance in Business

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Leadership Lab: Mark Smith on Understanding Balance in Business

Mark Smith recently joined Rubrik as EVP of Global Sales and Business Development. He brings over 25 years of experience building high-performance global sales, marketing, and business development teams at companies such as Arista Networks, Infoblox, and NetScreen. He has also been named one of VARBusiness’ Top 100 Executives of the year. At Rubrik, we’re excited for Mark’s expertise, successful track record, and sense of humor. I had a chance to sit down with Mark and chat about what he’s learned throughout his career.   As a sales leader at four highly successful companies, what is the most valuable lesson you’ve learned? I’ve learned that everyone needs to be on the same page and share mutual respect. All teams must pull with the same energy and in the same direction to accomplish great things. Achieving this balance means eliminating the cynics and the passengers who are not pulling their weight. You’ve helped four companies grow from the startup stage to IPO. How does going public shape a company’s progress and innovation? From a sales and marketing perspective, it provides a huge uplift in awareness. The IPO itself is an enormous PR event and has a huge immediate impact. The growth a…
Rubrik -  - Leadership Lab: Stephen Alfieris on Scaling Teams and Selling in the Federal Market

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Leadership Lab: Stephen Alfieris on Scaling Teams and Selling in the Federal Market

I had a chance to chat with Stephen Alfieris, who recently joined Rubrik as VP of Federal. Stephen spent 21 years at EMC in various positions, including DVP Federal. He also served as CEO of IntelliDyne and recently built the Federal Division for ServiceNow. He has developed a specialty in the federal market with a history of building strong sales teams. How did you get into the federal government sector? After 13 years and 8 different positions within EMC, leadership asked me to make a transition from commercial sales to a role leading the federal sector market. Over the next seven and a half years, I learned the market, built a global business, and (along with a few failures) experienced great success. What’s unique about the sales strategy for the federal sector? Federal Government is a highly-regulated market. The Federal Acquisition Regulations (FAR) defines how government organizations contract with commercial entities for “goods and services.” In addition, there are ever-evolving certification and compliance requirements. There are two primary aspects of the federal sector that make it different from other markets. Congress warrants contracting officers with priorities that often do not align with the priorities of the business owner. Secondly, there are over…