Describe your company in five words.
Enterprise cloud data management vendor.
Tell us about how your channel program works.
The Informatica Partner Program is comprised of a two-tier structure designed to help VARs, global SIs and boutique integrators create new sales opportunities.
There are currently three levels: Foundation, Premier and Elite. We provide the same training and enablement to our partners as we do to our own people. We provide the required sales and pre-sales accreditations, and all of our partners can achieve additional product certifications based on offerings from Informatica University.
What do you think is the most challenging trend in the channel today? Why?
We live in transformational times, and data has evolved to become the trusted currency that is transforming businesses, governments and the lives of every one of us across the globe. It is fundamentally changing business and society.
While this transformational change presents challenges for our customers, it presents amazing opportunities for the channel because it's a hard problem to solve.
Data is the biggest shift in business, perhaps the world, that has emerged since the rise of the internet.
I remember 20 years ago, most companies were coming up with a strategy and plan on "What would it look like to be online? How would it change their business? What would the effects be? How would they be more competitive?". It's the same thing now with data.
If you had to give your channel partners one piece of advice, what would it be?
Have a really clear understanding of what market you're in and what makes you different. Almost every business claims to be unique and different, so how do you stand out from the crowd?
What are the three most important things partners need from vendors to be successful?
1). Cultural fit is important. So, ask yourself, is it a company that I admire and trust? Do I like the culture?
2). Is the company in a hot space where it's going to remain hot for years to come and there's opportunity to grow and grow?
3). Does the company treat you as part of their strategy and do they give you the same enablement that they give their own internal team?
What is your favorite conference location and why?
Bangkok, Thailand. It has a business hub brimming with opportunity and world-class convention centers. The people are kind, and their level of service is unmatched. The food is amazing.
What IT trends do you expect to see dying out over the next 18 months to two years?
Because IT trends do indeed wax and wane, focusing on customers' business requirements and outcomes is the best way for partners to stay relevant with their customers and keep selling.
Take cloud, for example. Instead of thinking of cloud just as an IT trend, think about it as a business driver. So many companies have a 'cloud-first' rallying cry. But cloud-first, doesn't mean cloud-only. In fact, for most businesses it is better described as a dual-hybrid, multi-cloud world that includes on-premises, hybrid and multi-cloud deployments.
Of course, cloud is incredibly important, but with increased data privacy regulations, companies are now hesitant to move everything to the cloud. Recently, we've seen companies with a cloud-first policy asking a lot more questions and starting to accept the reality of a hybrid model because it supports their business objectives.
Richard Ganley is SVP, global partners and digital transformation solutions at Informatica and is based in Redwood City, California. Ganley has been with Informatica for over 12 years and has held a variety of roles, including SVP data integration segment; VP sales and general manager for EMEA; and senior director, inside sales for EMEA.
Prior to Informatica, Ganley spent three years at iAnywhere Solutions as finance and operations director, EMEA. He joined iAnywhere from NetGenesis, where he spent one year as finance director for EMEA. This followed a one-year stint at Inktomi Corporation as financial controller, EMEA, a role Ganley took up after spending two years at PwC as a manager
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